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Dan Solin on investing, advisor marketing and turning prospects into clients. Page 18.
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Jan 25, 2017"Get the Best of Both Worlds" is Nonsense
Proponents of active management are reduced to making this argument to save their withering business model: Get the best of both worlds by using both index funds and carefully selected actively managed funds.
Jan 24, 2017New Threats to the AUM-Fee Model
When an advisor bases fees on AUM and provides financial-planning advice, there’s a potential for conflict of interest. This conflict is self-evident.
Jan 18, 2017The Hammock Approach to Investing
Practice a game-changing way to invest. I call it the “hammock approach” to investing.
Jan 17, 2017The Benefit of Brevity
Most written communications from advisory firms are lengthy and text-dense. They seem designed to demonstrate both the expertise of the firm and the complexity of providing financial advice.
Jan 11, 20176 Tips To Secure Retirement With Dignity
Follow these tips and you will be well on your way to meeting your retirement goals
Jan 10, 2017The Tragic Consequences of Overlooking Life Insurance
Three recent events had a meaningful impact on me. They illustrated the devastating consequences of inadequate life insurance. I want to share them with you.
Jan 4, 2017A Simple Way to Make Your Web Site Engaging
A now page permits you to share more of who you really are by describing the kind of activities you enjoy doing.
Jan 4, 2017You’re Paying for Bad Investment Advice
Think about the “value” of the investment advice you’re receiving. The average investor realizes returns of about 3.7%, which is below the returns of almost every asset class. Many investors would be far better served by not using any broker and, instead, purchasing one of Vanguard’s LifeStrategy Funds.
Dec 28, 2016I'll Bet You're Underinsured
I've had the saddest experiences dealing with widows lately. Their husbands died unexpectedly. In each case, the husband had no life insurance.
Dec 28, 2016New Developments Imperil Your AUM Fee Model
I was surprised that no one addressed a critical issue raised in my initial article on the subject of the AUM Fee Model.
Dec 21, 2016How to Turn Around a Bad Prospect Meeting
Unless the prospect both likes and trusts the advisor, the relationship is doomed.
Dec 14, 2016The Fate Awaiting Advisors Who Assume Too Much
Financial Advisor Counsel: It’s time to refocus your efforts on establishing and solidifying an emotional connection with prospects and clients.
Dec 5, 2016Six Tips to Make Your Client Communications Work
The only worthy goal of a client communication is to enhance the perception that you are likeable and trustworthy.
Nov 30, 2016This Financial Advisor “X Factor” is Your Value Proposition
Some advisors stand out. They aren’t always the smartest or the most charismatic, yet they are enormously successful, far more so than their peers.
Nov 21, 2016Five More Reasons the Asset-Based Fee Model Won’t Survive
In my article last week, I gave five reasons why the asset-based fee model is unlikely to survive. Here are five more.
Nov 14, 2016Five Reasons Your Asset-Based Fee Model Won’t Survive
When an advisor provides financial planning and investment management advice, and calculates its fee on assets under management, it has an inherent conflict of interest. Its economic interest is served by increasing assets under management. Its financial planning advice is rife with issues where a recommendation would reduce assets under management.
Nov 7, 2016The Two Most Ignored Marketing Tactics
I challenge you to watch this video and not be touched by it. It’s simple, elegant and gripping.
Oct 31, 2016Focus on the Reptilian Brain of Your Prospects
Rutledge notes that our brains are basically lazy. When you evoke images, you engage others.
Oct 24, 2016The Future of the Advisory Business
There will always be investors who need traditional advisors. The question is whether your firm will be among the survivors.
Oct 17, 2016The Challenge of Describing your Unique Value
Here’s how to price your services in a way that reinforces your value proposition.
Oct 10, 2016The Benefits of Worrying
Recognizing the personality of your prospect is very helpful if you want to maximize the possibility of converting that prospect into a client.
Oct 3, 2016How to Confront HNW Prospects Who Choose Robos
My coaching clients tell me they are losing wealthy clients to robo-advisors. They want advice on how to better articulate their value proposition.
Sep 19, 2016Five More Misperceptions Held By Advisors
There are many studies discussing the influence of empathy on the interaction between buyer and seller.
Mar 15, 2014My Secret to AUM Growth
I thought a comprehensive understanding of investing would be enough to grow my advisory practice and increase my assets under management.