The Staggering Disconnect Between What Clients Want and What Advisors Think
This article is based upon a study I did about a year ago. I surveyed a group of successful, affluent people who are solid prospects for most advisors (high income, high assets) by asking them, “What is it that you want out of a financial advisor that most don’t or can’t provide.” I then asked a group of advisors the same question.
LEARN MORE
The Quickest Way to Lose a Prospect
A while ago, I gave a luncheon talk to a group of women investors. I asked them to share their experience interviewing financial advisors. None of them had met with any female advisors. One described her experience, which consisted of an elaborate and detailed presentation by an advisor, is these stark terms: “I felt like he was throwing up all over me.”
LEARN MORE
Getting to Rapport Quicker: Overview, Tips & Pitfalls
What’s the magic we’re looking for in new business relationships? It’s often rapport – your relationship with and understanding of the positions someone else holds, combined with an ability to effectively communicate between one another. Importantly, its defined by the person you are working with. This article will cover what good rapport looks like, how to achieve it, and tips for getting to it quickly.
LEARN MORE
New FPA survey reveals characteristics of top advisers
Building better relationships with clients is never a bad thing. But the most successful financial advisers also are able to leverage technology to dissect and solve client problems — and then dish out the tough love of delivering straight talk when necessary.
LEARN MORE
Wakeup Call: Why HNW Clients are Unhappy
Two recent research studies upended the conventional wisdom about why advisors lose clients – one an internal study by a large investment firm, the second a research report from the consulting firm Accenture.
LEARN MORE
Free: Get access to our "7 Secrets of Elite Growth Advisors" roadmap
Find out how advisors are winning clients and growing fees even faster while not working more
