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.
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.
You spend a lot of time, effort and money to generate referrals. When you finally get one, you handle it with great care.
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.
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.
Like the rest of America, I was riveted by the confirmation hearings for Brett Kavanaugh. Gender-based traits have implications for advisors.