The X factor is intangible. I can’t describe it in concrete terms. But I recognize it when I see it. I recently found it in an unlikely source: the commissioner of the National Basketball Association, Adam Silver.
The combination of high anxiety and a subconscious bias against taking affirmative action means you need to harness all the tools at your disposal to have a successful outcome with a prospect. The use of empathy is critical.
Unfortunately, the way advisors convey information ignores basic principles of neuroscience. It is the equivalent of pouring water into a glass that is already full.
Prospects are far more likely to become clients if you quickly engage with them and understand their communication style. A recent training session I conducted for advisors illustrated a powerful tactic you can use in initial meetings with prospects.
Most keynotes speeches are 30 minutes or more, leaving time for only a few questions. That is the wrong approach, especially if your goals are to engage the audience, have them remember what you said and get invited to speak again.
As advisors, you counsel your clients about risk. But based on my experience, you don’t take enough risk. Your excessive caution is imperiling your business.
The announcement that the Secretary of Labor must conduct a new economic and legal analysis of the fiduciary rule is a setback to those of us who care about investors. Hidden in this adverse development is a potential bonanza for advisors. Here’s why.
There’s one area where you can add value – and where even the most sophisticated software cannot succeed. It’s largely ignored and often misunderstood. It’s also a subject few want to confront, which is why you can play such an important role.
Equity investors are increasingly thinking about how their decisions affect society. The United Nations’ Sustainable Development Goals (SDGs) provide a good road map for identifying investments that can make an impact—and generate profits as well.
Nothing is more important than establishing a meaningful connection with a prospect, when it comes to converting someone to a client. The scientific evidence for how to do that is clear, and it was vividly illustrated at a large social gathering I recently attended.