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7 Types of Software Every Financial Advisor Should Be Using

The tools we mention in this article either create a better client experience, enhance your ability to reach your client’s financial goals, help you focus on doing your job, or offer a little bit of everything. Each type of software serves a different purpose and can be used to achieve different goals. Here are seven types of software every advisor should use…

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Financial Advisors Should Be On Social Media: Here’s Why and How

Social media is a powerful tool for growth. It’s relatively low-cost compared to paid ads — relying more on your consistency instead of your budget. Having a social media presence helps you build rapport with prospects before they even step in for a discovery meeting. As long as you’re consistent, keep your goals in mind…

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Closing is for Losers!

Years ago, I was a devotee of J. Douglas Edwards, the great sales trainer of the ’40s and ’50s, who believed that closing was the highest form of sales technique. One of Edwards’ tapes presented 22 ways to close the sale, and I memorized most of them. However, I now believe that closing techniques are, at best, overrated and have very limited uses. At worst, they are downright harmfu…

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How and Why to Form a Partnership

I have been an advocate of teams in the securities industry for a long time, longer than most have been in the industry. My writings on this go well back into the ’80s, when some of my younger readers were still in training pants. I profoundly believe that it is only teams that will survive and amount to anything. One form the teams will take is partnerships. I used to believe everything I had been told about partnerships…

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How to Become a More Productive Advisor

In 1985, I conducted what I believe to be the first study in the financial services industry to see what advisors do with their time. During the course of this study, I made a surprising discovery: Advisors were worth at least $1,000 an hour when they were meeting and talking to qualified clients and prospects. I’ve conducted that study again and again. Today, advisors are worth $1,500 per hour…

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7 Tips for Better Subject Lines – Financial Advisors

Don’t leave your email marketing to chance -According to Jack Flynn of Zippia, “47% of email recipients will open an email based on the subject line alone.” Your email subject line serves as a first—and sometimes last—impression. “On the average, five times as many people read the headline as read the body copy. When you have written your headline, you have spent eighty cents out of your dolla…

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How Financial Advisors Ignore 50% of their Best Prospects

Have you ever felt like tearing your hair out because you just don’t know where to look for new prospects? If so, the solution to finding fantastic prospects is surprisingly simple: To figure out what your best prospects look like, and where to find them, first take a look at your best clients…

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Fantastic Prospects and Where to Find Them

Have you ever felt like tearing your hair out because you just don’t know where to look for new prospects? If so, the solution to finding fantastic prospects is surprisingly simple: To figure out what your best prospects look like, and where to find them, first take a look at your best clients…

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3 Prospecting Truths all Financial Advisors Must Know

A “channel” is a “trench, furrow, or groove.” Water flows in channels — and so do assets. Example: You have a client who is a real estate agent in a high-end golfing community. She is making money hand over fist and adding $500,000 a year to her portfolios. You ask yourself, “How can I get more clients like this?” Well, you need a list. Here are some possible steps…

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A Simple Way to Stand Out from Other Financial Advisors

The Importance of Dripping – for decades, I have coached financial advisors to send a letter to their clients and prospects every month on a topic of interest to them. This is called “dripping,” and it’s key to: client retention, business now, new assets and new clients. There are many reasons why dripping is effective at all these things..

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