There are 2 relationship bridges to cross with most of your clients that you may not even realize exist. On this side of the first bridge you have...
October 14, 1985 was a pivotal day. Had I made a different choice that day you would have never given a crap about anything I would...
We find ourselves more interesting than anyone else. Talking only about yourself is a one-way ticket to boring your prospects. But you’ll see Financial Advisors being guilty of...
Every Financial Advisor on the planet should be doing this. “Listening to recordings of a potential client interviews has been the most valuable professional development experience...
I’ll let you in on a secret….. We find ourselves more interesting than anyone else. Talking only about yourself is a one-way ticket to boring your...
Could your communication skills save your life? According to my colleague in the Speakers Roundtable, Capt. Charlie Plumb, the answer is YES! He survived 6 ½...
The evidence of brilliant client interviews is the existence of high-trust client relationships. Ask most financial professionals if they have good client relationships and they say,...
According to Investopedia, an alternative asset is any non-traditional asset with potential economic value that would not be found in a standard investment portfolio. This column...
The easiest way to start a conversation with a stranger, after the standard exchange of names, is to ask a question — preferably something less bland...
Every Advisor should re-do the math for their personal financial plan. Add another 10, 20, or even 30 years to the forecast to have enough money...
