I wonder why so many advisors believe prospects and clients are interested in being “educated” about investing and financial planning.
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I’ve found it fosters a series of mistaken beliefs, that prevent you from gathering more AUM.
You can use empathy when dealing with a prospect who expresses reservations about your approach to investing. Listen to their point of view with an open-mind.
A very small change in how you interact with others can pay big dividends. This is especially true when you are trying to convert a prospect into a client.
Curiosity may have killed the cat, but it will enhance your interaction with others and increase your AUM.
The majority of individual investors still select actively managed mutual funds, although the trend has shifted markedly towards passive over the past decade.