Our brains are basically lazy. When you evoke images, you engage others. If your words don’t generate powerful images, the brain has to work hard to “decode” what you are trying to convey.
Advisor Perspectives Article Archive
Article archive for Dan Solin's weekly Advisor Perspectives articles. All of these articles are also available on AdvisorPerspectives.com
There’s a quote attributed to Sean Lennon (the son of John Lennon) that reflects my current thinking about the future of the advisory business: “We live in a pretty bleak time. I feel that in the air. Everything is uncertain. Everything feels like it’s on the precipice of some major transformation, whether we like it or not.”
Here’s the uncomfortable reality missing from the discussion about differentiating based on value: There may be no way for advisors whose primary value is investing in index funds and coordinating with other service providers to justify their asset-based fees.
Being aware of your personality type and recognizing the personality of your prospect is very helpful if you want to maximize the possibility of converting that prospect into a client.
My coaching clients tell me they are losing wealthy clients to robo-advisors. They want advice on how to better articulate their value proposition.
To succeed as an advisor (and improve your personal relationships), focus on your empathetic skills.