News & Perspectives
Before you and your team put all other projects on hold to work on a proposal for a prospect, read this article to make sure your time spent will be worthwhile.
Behind on your annual sales goals? It's never too late to get back on track and finish the year off meeting the goals you set for yourself and your team in January. Here's how.
This interesting research paper from 2014 captures major insight into the behaviors and circumstances that would trigger wealthy clients to refer friends and colleagues to their wealth manager.
According to a study by SEI, 47% of your clients will eventually make a referral. Another 47% will not...until you ask. But how can you ask without the question falling flat on its face, and avoiding the typical response of "If I think of someone, I'll let you know"? We answer this important question in this story.
At the end of the day, as financial advisors, we get paid to converse. While questioning and listening skills are typically seen as "softer skill", it is the act of better "story selling" that will allow advisors to learn more about their clients, uncover more opportunities to help them, and more quickly discover who within their circle can benefit from your services as a wealth manager.