The basic premise of conferences is flawed. Attendees focus on the quality of the speakers and feed the myth that more charismatic speakers will contribute to a more productive conference. The data contradicts this premise.
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The more data you provide to someone with a pre-existing belief, the more likely they are to align themselves with their belief, even though it’s contradicted by the evidence.
Many advisors ask me how they can emulate the conduct of advisors with the X factor. It’s a challenging question. I recently found it in an unlikely source: The commissioner of the National Basketball Association, Adam Silver.
I always pose this question in training sessions: Can you describe how the prospect feels when coming to your office?
Prospects are searching for simple solutions. But we convey the impression that selecting the right advisor is intricate and complex. What’s likely to happen?
When people are responding to a question, their brains are completely engaged.