Most of the most successful advisors I’ve met over the past 25 years make it a point to understand the mindset of their clients and prospects before they ever talk about investments. They know it’s important to understand what experiences they have had in the past, any fears they have about investing and what their […]
Tag Archives | client psychology
Adding Value In Life
During the last 27 years of my career in the financial services industry, I’ve been hired by a few great companies and a few mediocre companies. Business was easier to find when I was with the great companies but I had to work five times harder to gain traction when I represented the fledgling mediocre […]