Getting Referrals Your Own Way
To be effective in seeking referrals, advisors are trying a personal, customized approach.
How to Talk Risk Without Scaring Your Clients
“We’re persuaders, it’s what we do," Scott West of Invesco PowerShares said, "and persuasion is nothing more than the transfer of confidence.” He gave three steps to prevent clients from fleeing.
Skydiving Without a Parachute: Using Analogies to Reach Clients and Prospects
Use analogies, similes, stories and even pictures to communicate complex financial concepts to clients—and prospects.
Advising the Aging Brain; Running a Cool Workplace: August Research—Slideshow
Financial decision-making ability peaks in middle age, according to a body of research cited by Michael Finke of Texas Tech University in his cover story for the August issue of Research, “The Challenge of the Aging Brain.” In “A Cool Place to Work,” Ellen Uzelac looks at how some advisors...
The Word That Scares Away Your Clients
Advisors today are all ginned up about risk. Trouble is—they shouldn’t be.
Marketing Advisors Like iPhones
Financial advisors are famously clueless about marketing — and that’s too bad. Because it is your brand — your firm’s unique signature — that keeps clients coming back.
The financial advisor’s job has never been more complex. But in a departure from traditional thinking, business development leaders are urging advisors to do something that seems almost counterintuitive: Keep it simple.
The Power of Words
WRITER DOROTHY PARKER cracked that the two most beautiful words in the English language were “check enclosed.” The three most beautiful words for winning financial advisory clients are “I get it!”
Seven Ways Clients Sabotage Conversations
Don’t be a conversation saboteur. That’s a sure way not to connect with clients.
Making Your Clients Feel Understood
Making clients feel understood and comfortable offers great benefits for finanical advisors.