Get to the heart of your clients’ financial priorities without making them feel judged.
When it comes to financial planning, we want to focus on the things we can control while managing our exposure to the things we can’t.
The next few articles will be about something I call the Goals-Based Construct. It’s composed of three phases—Dream, Prioritize, and Plan. When meeting with clients, especially new clients, this three-step process can help them get excited about and engaged in their financial planning—so it feels less like flossing teeth and more like an adventure. This…
I have been reading, thinking, writing, and working on listening skills for some time. I continue to believe that it is the single most underdeveloped and underutilized skill in the world.
One of my old mentors said that great discovery sessions, a.k.a. client interviews, were the “keys to the kingdom” ...and he was correct!
I…
Radical honesty can move us away from focusing on selling to our clients and into helping our clients.
Financial advisors who develop their technical skills are in the best position to protect their clients.