Daniel R. Solin's Blog, page 16

A Better Approach to Marketing

Every advisor I meet is looking for the holy grail of marketing.  They want something that’s not very expensive, with a guaranteed flow of new prospects.

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Back to Basics

Sometimes I think we (financial journalists) spend so much time discussing the fine points of investing we miss the basics.  Recent events indicate many investors – even those with great wealth – need a reminder to get their financial lives in order.

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The Danger of Condescension

I’m fond of saying you can be the smartest person in the room or you can get the business. It’s difficult to achieve both these goals.

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The Gaping Hole In Your Personal Planning

You’re at the top of your game when doing financial planning for your clients.  How do you fare with personal planning for yourself?

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Burying the Lead

I’m going to give you two suggestions for selecting an RIA.  I want to make it really easy for you.

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A Golden Opportunity

From personal experience, I can tell you that focusing on gratitude makes you a more positive person.  It also has other well-researched benefits.

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Navigating Advice for Clients in Crisis

Clients frequently face crises: loss of a job, divorce or death of a loved one. They may even perceive less negative events as a crisis, like inheriting a large amount of money or relocating to a distant city.

How you handle these situations determines whether it becomes an opportunity to enhance your relationship or a risk of losing them as a client.

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You Talk Too Much

We love to talk because it feels good. Who doesn’t want to educate and dispense advice?

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Nobody Wants to Hear an Advisor’s Story

One of the biggest myths about successful selling is that you should entertain prospects with your “story” – those fascinating anecdotes about your life experiences that were so relevant to your success.

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You Create Anxiety

Every advisory firm that retains us to write content and redesign their webpage has this request:  We want to make it clear we give our clients ‘peace of mind.’ In my experience, many of you create far more anxiety than you realize.

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