Twenty years ago, when my personal coach asked if I scripted my presentations, I balked at the idea. I told him that I did not want to sound robotic when talking with people. He asked me what my two favorite movies were and I named The Godfather and Braveheart. He then asked me if what […]
Tag Archives | scripting
Understand Client Psychology aka What Makes Them Tick
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 […]
Year-end reviews and asking for referrals
The end of the year is a perfect time to meet with clients to review the year and even ask for a referral or two. One of the best times many advisors gain referrals is after an annual review. You’ve read this on my blog before and many advisors have done this for many years. […]