Congratulations to the winners of the 2015 Hall of Fame awards and to the honorable mentions. For 25 years, Research has highlighted excellence in the field of financial advice, and we are so very glad to do so again this month.
It’s incredibly inspiring to read the winners’ comments on how they have served their clients over the years, overcome obstacles and stayed on track as owners of growing businesses. Their stories (as told in Jane Wollman Rusoff’s cover story) reflect the perseverance of so many advisors in the industry.
At the Financial Services Institute’s Financial Advisor Summit 2015 conference — held in early November in Washington, D.C. — I met dozens of advisors and experts who were eager to share tips on business growth and success. One keynote speaker, Seth Mattison of Future Sight Labs, said this type of exchange is highly beneficial.
“The most influential brands and individuals share information. This is what’s most powerful today versus the emphasis on not sharing in the past,” Mattison stated at the event.
Some steps advisors can take to grow their businesses are straightforward, but not necessarily easy. “It comes down to the quality of the questions you ask … master the art of effectively asking open-ended questions,” he explained. This is a powerful way to really understand clients and to build trust.
“This is a relationship-based business. What you do [and say] has an impact … My favorite question is: What do you do when you are not working?” the speaker stated. “This gets at what people really care about.”