You spend a lot of time, effort and money to generate referrals. When you finally get one, you handle it with great care.
Advisor Perspectives Article Archive
Article archive for Dan Solin's weekly Advisor Perspectives articles. All of these articles are also available on AdvisorPerspectives.com
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.
You want to prepare your clients by revisiting their investment policy statement, taking a hard look at their asset allocation and educating them about market volatility.
I assumed that if I marshaled the facts better than those taking a different position, I would be persuasive. But that assumption is dead wrong.