As you know, your career in financial services involves a large amount of selling, whether it’s selling yourself and your services to a prospective client, selling an investment idea to a client, or selling your core financial planning values to your current clients. A large percentage of advisors with whom I consult tell me […]
During these days of relative market flatness, with no negative economic or world events looming, advisors find it relatively easy to deal with the variety of personality types in their financial practice. But, when the market inevitably tanks or develops remarkable volatility, it is obviously very unsettling. One of the main reasons is because […]
Psychologist Martin Seligman, the father of the “Positive Psychology” movement, has spent the latter part of his career conducting research into the character strengths and life components that consistently define happiness.
Many financial advisors with whom I have worked with, complain that although they make a very comfortable living, they would not describe themselves as truly […]
Developing a successful business means standing out from the competition, whether you’re in finance, healthcare, sales, HR, legal services, or any other industry. One way to do that is by making your clients a part of your business’s “family” – showing that you value them as clients and as individuals. There are many ways […]
What the 2015 Kansas City Royals World Series Win Can Teach Financial Advisors About Overcoming Adversity
Financial professionals face adversity in a variety of forms – difficult clients, market volatility, and a number of other stressors faced on a daily, weekly and yearly basis. The thing about adversity is that you can’t avoid it – but how you react to it is completely under your control.
I consult with many advisors […]
In my last blog post, I brought up the topic of “toxic” clients in the financial advisor profession, with an overview of some of the toxic personalities that you should consider keeping out of your practice. Today I will continue on, discussing four additional toxic personalities to avoid.
As I noted in the article, because […]
Consistently Grow Your Book of Business
Scott has been doing well in his financial advising career for many years. He understands how to how follow up on leads and referrals and how to offer excellent service to his clients. Yet, he’s amazed at how much more successful his colleague, Michael, is, when Scott puts much […]