Archive for October 2016

Targeting makes prospecting easier Getting focused on a smaller well-defined group that you are already familiar with is easier and more effective than trying to sell to everyone. Start by selecting a group you already work with. When you review your client list and see a number of clients who are lawyers or doctors or…

Understand that you are a sales person, not a portfolio manager While the above seems obvious, given the blank stares we get when we talk about prospecting, we have come to realize that a huge hurdle for many advisors is understanding that in order to grow their business, they have to do a lot more…

Years ago while working at Merrill Lynch in New York, I heard eight advisors talk about their practices and how they had become successful. What struck me most was that although they couldn’t have been more different – there was the proverbial red suspenders guy, the quiet shy guy, the newbie etc —- they shared…

Like most advisors you are likely aware that the female market is no longer a “niche, nice to have” market. Women are the market! Besides making almost 85 % of all purchasing decisions, women, young and old, control more than $3.2 trillion in financial assets. And the good news is – they are looking for…