“Weekend Content for New Financial Planners” is a collection of articles, podcasts, videos, etc. that I’ve been consuming regarding breaking into financial planning, industry trends, career development, and more. Financial advisor marketing consultant Sara Grillo shares the one word that gets qualified prospects to say ‘yes’ [Article]: “When you want to persuade someone to do something, you have to show them the positive opposite of what they are doing. Instead of arguing or throwing confusing claptrap at them, help the person visualize a more positive scenario that is the result of behaving differently from how they are currently.” The One Word That Closes Prospects (Sara Grillo, Advisor Perspectives) ICYMI: Michael Kitces and Carl…
-
-
Weekend Content for New Financial Planners (December 26-27, 2020)
“Weekend Content for New Financial Planners” is a collection of articles, podcasts, videos, etc. that I’ve been consuming regarding breaking into financial planning, industry trends, career development, and more. Legacy Investment Planning founder and advisor Sten Morgan shares how he delivers and communicates massive value upfront to prospects and why he isn’t afraid they will “take it and run” [Podcast and Transcript]: “As a young advisor, when I got a ‘plate appearance,’ I had to hit it. Like, I couldn’t afford to miss out on good prospects because I wasn’t having a lot, as I was building my practice. So I had to say, ‘My close rate had to be…
-
Weekend Content for New Financial Planners (October 31 – November 1, 2020)
“Weekend Content for New Financial Planners” is a collection of articles, podcasts, videos, etc. that I’ve been consuming regarding breaking into financial planning, industry trends, career development, and more. More precise and optimized planning priorities, error minimization, and surprising benefits of incorporating planning flowcharts and checklists into your practice (podcast link below video): #261 – Mike Lecours, fpPathfinder – We’re Seeing More Advisors Start To Build This Into A Core Part Of Their Business (Meb Faber, The Meb Faber Show) Optimize your subject lines to increase open rates (article link below video): “Eight out of 10 people will read the subject line of an email, while only two of them will go…
-
Weekend Content for New Financial Planners (October 17-18, 2020)
“Weekend Content for New Financial Planners” is a collection of articles, podcasts, videos, etc. that I’ve been consuming regarding breaking into financial planning, industry trends, career development, and more. Thinking outside of the box for client and prospect virtual events: “Whether it’s a big holiday party or an intimate dinner, most advisers host some type of gathering throughout the year. Socializing with clients is a proven way to enhance relationships and is often a great source of referrals, particularly when clients bring friends along. In our new virtual world, few advisers are hosting dinners or wine tastings, and even fewer clients want to attend; instead, advisers are planning unique, scalable…
-
Weekend Content for New Financial Planners (August 8-9, 2020)
“Weekend Content for New Financial Planners” is a collection of articles, podcasts, videos, etc. that I’ve been consuming regarding breaking into financial planning, industry trends, career development, and more. A new take on an old metric: “What is the most important number in personal finance? I used to think it was net worth, or possibly liquid net worth, but I have since come to the conclusion that these measures have some serious limitations. Net worth, for example, isn’t the best indicator of financial acumen because it doesn’t come with any context. It doesn’t tell you how someone got their net worth. … Given these limitations, is there a way we can adjust the LWR into…
-
Book Notes: “Sell Or Be Sold,” by Grant Cardone — Chapters 13 through 15.
“Book Notes” is a collection of notes from books relevant to entering the industry and practicing financial planning. *** Note: For a series introduction and an explanation of my interest in the book, check out this page with my notes on the first three chapters. *** Chapter 13: Massive Action In Chapter 13, Cardone introduces his 10X principle which has become one of his core principles. He begins the chapter by opining that most people underestimate the amount of work it takes to reach their goals. Next, he describes his view on four different types of action. He goes on to note the benefits of taking massive action and to…
-
Book Notes: “Sell Or Be Sold,” by Grant Cardone — Chapters 10 through 12.
“Book Notes” is a collection of notes from books relevant to entering the industry and practicing financial planning. *** Note: For a series introduction and an explanation of my interest in the book, check out this page with my notes on the first three chapters. *** Chapter 10: Establishing Trust Cardone begins this chapter by reminding readers of the skepticism buyers typically feel towards salespeople – and whose responsibility it is to handle that distrust to make the sale. He goes on to explain when individuals should address the trust issue and his preferred way to increase credibility. “Distrust in the sales cycle is not the buyer’s problem, but yours!”…
-
Book Notes: “Sell Or Be Sold,” by Grant Cardone — Chapters 7 through 9.
“Book Notes” is a collection of notes from books relevant to entering the industry and practicing financial planning. *** Note: For a series introduction and an explanation of my interest in the book, check out this page with my notes on the first three chapters. *** Chapter 7: Your Buyer’s Money This chapter touches on the assumptions salespeople make about the availability of money, the buyer’s willingness to spend, and reasons buyers buy complementary or add-on products. There is an especially large amount of “fluff” and writing in absolutes in this chapter. The main helpful takeaway is to not assume your own personal buying tendencies (how easily you part with…
-
Book Notes: “Sell Or Be Sold,” by Grant Cardone — Chapters 4 through 6.
“Book Notes” is a collection of notes from books relevant to entering the industry and practicing financial planning. *** Note: For a series introduction and an explanation of my interest in the book, check out this page with my notes on the first three chapters. *** Chapter 4: The Greats After Cardone contrasts professionals and amateurs in Chapter 3, he uses Chapter 4 to explain the importance of commitment, why looking for “greener pastures” is a recipe for failure, how commitment can lead to predicting outcomes, an alternative explanation for why people don’t like sales (other than rejection), and what makes a truly great salesperson: “Commit: to devote oneself completely…
-
Book Notes: “Sell or Be Sold,” by Grant Cardone — Chapters 1 through 3.
“Book Notes” is a collection of notes from books relevant to entering the industry and practicing financial planning. *** Series introductory note: As the first post in the “Book Notes” series, I thought I would take a moment to explain the rationale behind the series. When entering the industry, you have probably come across various book recommendations from a variety of professionals you respect. Similarly, I have come across several books that meet the same criteria. As such, I thought I would share some of the notes from these books that may be helpful on their own and/or serve as a catalyst for you to pick up the book and…
