“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.
Start Creating Content, Even If You’re A Perfectionist With Adam Cox [Matt Halloran, Top Advisor Marketing Podcast]
Prospective client initial meeting questions that build trust [Article]:
“In a direct and one-to-one sales context like advising, your prospect needs to feel sure in their gut that you’re the one for them.
They need to feel there’s something more to you than just ‘running the numbers.’
Rather than ask fact-finding questions that often feels like they’re being cross-examined (the opposite of trust building), instead use trust-based questions to go deeper behind their issues…”
How Fact-Finding Questions Break Trust [Ari Galper, Advisor Perspectives]
A new way to look at “sales” that actually puts the buyer’s best interest first and a framework for understanding why prospective clients make the decisions they do [Podcast]:
“Sales gets a bad rap because oftentimes people pin ‘sales’ with pushing products or pushing something onto someone who doesn’t actually need it. It’s like a selfish thing.
But really the best salespeople and the best sales organizations and the best products that someone is selling is actually solving problems for people. So, maybe a better word would be ‘problem-solving.’ Because if you can actually solve someone’s pain, then why wouldn’t you want to be passionate and excited to talk about that thing?”
The Psychology Of The Buying Decision With Jake Larsen [Abby Morton, Elementality For Financial Advisors]
If your clients sometimes struggle to implement your recommendations, an overview of how emotions affect decision-making and how to help them make better decisions [Article]:
“Neuroscience has made significant strides in understanding how the brain makes decisions.
The brain’s prefrontal cortex is crucial in making decisions regarding future events like retirement. It plays a significant role in evaluating options, weighing the pros and cons, and ultimately making decisions that align with an individual’s goals and values.
While the prefrontal cortex plays a role in rational decision-making by considering logical reasoning and data, it also interacts with the amygdala, which processes emotions.
Emotions play a significant role in shaping our decision-making processes. While various factors, including logic and rationality, can influence decisions, emotions often drive our choices.“
A Major Source Of Miscommunication [Dan Solin, Advisor Perspectives]
In an industry that requires continuous learning, Morgan Housel’s approach to more effective reading [Article]:
“A good reading filter is more art than science. You’ll have to find one that works for you. The bigger point is that the highest odds of finding the right piece of information comes from inundating yourself with information but very quickly being able to say, ‘that ain’t it.'”
How To Read: Lots Of Inputs And A Strong Filter [Morgan Housel, Collaborative Fund]
Which was your favorite takeaway? Comment below!
Follow me on social media for the latest updates: