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Tips and ideas for how to best interact with clients over the holidays.

The Power of Pessimism in Sales When there is a lot of negativity in the news cycle, it can create opportunities for client acquisition. People like to think of themselves as optimists. I’m sure you know many people (including yourself) in possession of this psychological trait. Be that as it may, the reality is that pessimism gets our attention in a more primal and immediate way than optimism. All one needs to do is reflect on today’s news cycle; doom and gloom. In his terrific book,  The Psychology of Money, Morgan Houser devotes an entire chapter to pessimism. In making his p...

How financial advisors approach marketing after this pandemic will determine their success, or lack thereof, going forward.

Within minutes of finishing a webinar for financial advisors of a major firm, we received a call from one of their top executives. In the direct manner of an executive , he informed us how he had quietly monitored the webinar, was very impressed, and wanted us to teach his leadership team the art of giving better virtual presentations . In his words, “Our team needs a lot of work, both in their set-up and delivery.” The focus of this article is delivery, which requires both an understanding of coherent communication and the ability to adapt it to our digital world. Most people understand...

The 4 Basic Success Tenets of Elite Advisors With everything else going on—remote work, endless Zoom meetings and video conferences, dealing with the never-ending pandemic—don't neglect these qualities of elite advisors. During the Q&A session following a webinar I’d just finished presenting, I received a question from an advisor who inadvertently opened a window on a topic that had been rattling around in my mind:  “From all of your research and with our world turned upside down, what are the three most critical factors we should focus on to have a successful 2021?”  With ...