Communication

When Flying Blind Works

Joel Pierce was an experienced flight instructor, having been on countless outings with student pilots. But this trip was different - the pilot, Jim Platzer, was blind. Joel’s role was to see, interpret, and navigate what Jim could not perceive on his own, and Jim understood he needed to closely follow Joel’s instructions to successfully achieve his objective. As financial advisors we may long for clients who trust us as much as Joel’s pilot, Jim, trusted him. What are you doing to help your clients understand your role and their need to trust you and closely follow your instructions so they can successfully achieve their financial goals?

Don’t Let Your Past Define Your Future

More than fourteen years of listening to inmates in Marin County Jail hadn’t prepared me for Jacob’s* story. As a jail chaplain I heard how the abuse began when Jacob …

A Sure Way to Stay Top of Mind

Are you creating pictures people can easily remember you by? A picture is worth way more than a thousand words. When you link an idea, issue, or threat to a relevant familiar image, people remember you and your point much more easily than they would relying words alone. Here are some pictures you can paint for those you advise...

The Key to Connecting with Prospects and Clients

Effective advisors are prepared to quickly connect with their prospects and clients and genuinely express interest and care. Recognize that this doesn’t come from off-the-cuff comments, and also realize preparing ahead doesn’t mean delivering canned lines. Do you have tried and true words to effectively draw your clients and prospects into meaningful conversations from the get-go?

Connecting the Old-Fashioned Way

Instead of spending time agonizing over how to craft a response to a potentially unhappy or confused client's email, just pick up the phone and talk with them...

Conversations That Count

How do you answer questions about you in a way that actually invites others to tell you more about them?

Don’t Chance It

Are you properly prepared for your next prospect meeting? When pressed, too many advisors will admit they simply "wing it." If you don't have a consistent meeting presentation process down cold, you are leaving too much to chance...

Use the Same Words; Just Make Sure You Redefine Them for People

What do you think when you hear the word “Integrity?” How about “Ethical?” Although these words have been trashed by some within our industry, don’t shy away from using them. …

Avoid Frustrations – Set Expectations Clearly

A frustration I hear regularly from advisors, especially at this time of year when they’ve spent time reviewing last year’s performance and are trying to connect with the client for …

Referrals: Say This, Not That

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: A better way to ask for referrals. Even seasoned advisors struggle with asking for referrals. You know you’re good …