Daniel R. Solin's Blog, page 23
June 12, 2018
The Single Biggest Misconception
The single biggest misconception of advisors is the assumption that facts will carry the day. They won’t.
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June 7, 2018
The Two Questions that Immediately Engage Prospects
A central tenet of the Solin Process℠ is that talking about yourself is inherently pleasurable. This principle is backed by solid neuroscience research. I’m tapping into a predictable reaction. You can do the same when interacting with prospects and clients.
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June 6, 2018
Three Beliefs That Hurt Your Returns
Three common misconceptions that really hurt your returns and jeopardize your retirement.
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The Advice Trap
We’re quick to assume people want our advice. Often, they just want to be heard. Train yourself to listen carefully. Resist the temptation to offer a solution for every problem.
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May 29, 2018
Communication Bloopers
Recently, an advisor in the audience at one of my sessions asked this question, “What is the single biggest mistake advisors make when trying to convert a prospect into a client?” Here are some examples of communication bloopers that create barriers to sales.
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The Breakthrough Exercise to Connect with Prospects
Here's the breakthrough exercise that immediately improved my emotional connections with others. It is something every advisor can adopt.
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Beware of “How To Find An Advisor” Advice
Don’t use any advisor who isn’t a “fiduciary.” All registered investment advisors are required by law to be fiduciaries. Brokers are not. Here’s an easy litmus test.
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Likeability and the Behaviors that Really Annoy Prospects
Advisors are often disappointed when I tell them what drives a favorable outcome. They want it to be “qualifications” and “expertise.” It isn’t. It’s likeability.
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May 28, 2018
Don’t Be Interesting
Do you believe you should be charming, engaging and, above all, interesting with your prospects and clients? Shift your focus from being the most interesting person to becoming the most interested one.
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May 24, 2018
The Analyst Scam
For most investors, it makes no sense to own individual stocks. Yet, the lure of picking the next big “winner, causes many investors to be easily seduced by the call from their broker. It's an analyst scam.
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