The blog

Articles & insights

Dan Solin on investing, advisor marketing and turning prospects into clients. Page 8.

Nov 27, 2018

Nobody Wants to Hear an Advisor’s Story

One of the biggest myths about successful selling is that you should entertain prospects with your “story” – those fascinating anecdotes about your life experiences that were so relevant to your success.

Nov 26, 2018

You Create Anxiety

Every advisory firm that retains us to write content and redesign their webpage has this request: We want to make it clear we give our clients ‘peace of mind.’In my experience, many of you create far more anxiety than you realize.

Nov 21, 2018

Save Your Children

Investing and financial planning are not complex. If we want to impact the next generation, we need to give them a plan that’s easy to understand.

Nov 19, 2018

A Way to add Real Value

John McCain’s battle with glioblastoma may cause you to reflect on your process as a financial advisor.

Nov 19, 2018

My Thoughts on Podcasts

By some accounts, at least 124 million Americans have listened to podcasts. One-third of Americans age 25-54 listen to them monthly.

Nov 14, 2018

A Tissue of Lies

There is a “tissue of lies” perpetuated by much of the securities industry that could keep you from reaching your retirement goals.

Nov 14, 2018

Overcoming the Two Biggest Objections to My Process

The rapid adoption of the Solin Process℠ by evidence-based advisors has been a highlight of my life, but the Solin Process℠ is counter-intuitive.

Nov 13, 2018

Fidelity’s Zero-Fee Lesson for Advisors

It’s a wonderful time to be an informed investor. In August 2018, Fidelity announced two no-fee index funds. Investors can now get exposure to the global stock market for no cost. Zero.

Nov 13, 2018

The Worst Way to Botch a Referral

You spend a lot of time, effort and money to generate referrals. When you finally get one, you handle it with great care.

Nov 13, 2018

When Telling Your Story is a Big Mistake

Sales coaches emphasize the importance of storytelling, especially when you can seemingly entertain others with a tale about yourself. While doing so has a role in establishing trust and rapport with a prospect, it’s far more limited than you think.

Nov 8, 2018

How to Discuss Risk With Clients

Let me jump to the bottom line. Your risk discussions are based on a premise that’s fatally flawed: You believe logic and data are persuasive.

Nov 8, 2018

Male Brains, Female Brains and Justice Kavanaugh

Like the rest of America, I was riveted by the confirmation hearings for Brett Kavanaugh. Gender-based traits have implications for advisors.

Nov 7, 2018

My Take On “Money Management”

If you’re using a broker or advisor who claims the ability to "beat the market," it’s likely this advice will generate "negative alpha."

Nov 5, 2018

A Little-Known Bias You Share With Your Client

“Belief superiority” is the belief that your views are superior to other viewpoints. Those who feel this way believe they are better informed about the topic than others.

Oct 31, 2018

Don’t Be the Last Investor on the Titanic

A UK study found weak price competition among actively managed funds and high profit margins, with an average profit of 36%.

Oct 29, 2018

The Awesome Power of the Solin Pivot

The Solin Pivot is an extremely powerful tool. It works because people want to talk – especially about themselves. It makes them feel good.

Oct 24, 2018

Don’t Bite

I love Apple. I am typing this blog on an iMac. But I don’t own shares of Apple stock, other than what’s in my mutual funds.

Oct 22, 2018

Red Flags

If you’re an advisor who lists one of your services as coordinating with your tax professional, you’ll find it especially difficult to compete with a CPA who offers one-stop shopping. No need for “coordination. ”Don’t be lulled into a false sense of security. There’s trouble on the horizon for many advisors.