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 that […]
Continue readingDuring 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 those […]
Continue readingDeveloping 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 you […]
Continue readingThere are lessons that financial professionals can learn by watching the debates with our 2016 political hopefuls. You can see that the messages which resonate most with voters are those messages where the candidate seems to have his/her finger on the pulse of the pain that voters are feeling (e.g., the threats of ISIS, terror […]
Continue readingA few weeks ago I featured two blog posts on the topic of “toxic” personality types that financial advisors encounter in their careers. Step one is recognizing these toxic personalities, and step two involves avoiding them, or transferring them out of your practice if needed. In these blog posts I discussed the first six personalities; […]
Continue readingOne of the best ways financial professionals can re-focus their mindset away from pessimism and move toward optimism is by recognizing that missed opportunities, disappointing results (in their prospecting, for example), and losing clients are temporary setbacks, not indicative of failure or advisor weakness. Too often, advisors beat themselves up after such setbacks. The research on […]
Continue readingIn 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 […]
Continue readingIn one of my past articles I discussed four common, negative self-talk patterns in which advisors frequently (and often unconsciously) engage. Recall that it is NOT the event (such as extreme market volatility or abrasive clients complaining to you) that builds stress in you; rather, it is your BELIEFS and INTERNAL SELF-TALK habits about these […]
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