Archive for September 2020
What Is “Storyselling” and Why It Works
One of the best books we’ve ever read about giving financial advice is, “Storyselling for Financial Advisors” by Scott West and Mitch Anthony. As the title suggests, the book outlines the value of using short stories to help people understand financial concepts. It talks about why that approach is far more successful than boring people…
Read MoreBefore Bragging That You Treat Women the Same as Men, Consider This…
Are you Guilty of Bias? Read this before you answer We likely can all agree that it’s been an interesting six months since our lives were derailed by Covid-19. Besides everything else, all of us had to rethink how to do business in isolation and under social distancing rules. Nevertheless, it is safe to assume…
Read MoreAre Your Conversations Winning or Losing You Clients?
What do you suppose people think when an advisor says, “I manage my clients’ wealth using a proprietary investment process that helps us manage risk using a strategic asset allocation decision model”. This advisor is successful. This is an advisor I want to work with. This advisor is appropriate for a client like me. I…
Read MoreIf Cold Calling Doesn’t Work With Women, What Does?
Are you still trying to build your practice by cold calling? Remember how it goes. Either you or an assistant pile through lists of phone numbers and start making calls that go something like, “Hi. My name is Steve M. and I’m with M & Associates Wealth Planning. We are looking to meet people who…
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