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COVID-19 & Other articles for perspective

Ignore Certain "Experts"

Zoom Meeting Energy Levels

Ignore Certain "Experts"

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 Fee compression; robo advisors  replacing human advisors; new regulations causing advisors to quit;  agents being replaced with tech (Article)

Limited Advisor Deals

Zoom Meeting Energy Levels

Ignore Certain "Experts"

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 I normally don't do such  promotional postings, but right now there are a limited group of BD's  that are willing to boost their packages for  (Article)

Zoom Meeting Energy Levels

Zoom Meeting Energy Levels

Zoom Meeting Energy Levels

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 I came off as "low energy" and not very enthusiastic about something about which I was passionate.  I recorded another version, and it still  (Article)

Build Your Own Business

Don't Help Your Competitors

Smile To Get New Clients

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 In many of my advisor career coaching sessions (free, in case you thought I'm selling you something) th e advisor has spent years building someone (Article) 

Smile To Get New Clients

Don't Help Your Competitors

Smile To Get New Clients

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 According to an expert on  appearing more trustworthy (Alexander Todorov, a professor of psychology  at Princeton), as a face becomes   happier and (Article)

Don't Help Your Competitors

Don't Help Your Competitors

An Advisor Job Creation Rule

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 LinkedIn's "People also Viewed" feature gives your competition free exposure to your prospects  who look at your LinkedIn profile.   Fortunately you can (Article)

An Advisor Job Creation Rule

An Advisor Job Creation Rule

An Advisor Job Creation Rule

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 I saw that these new  regulations would reduce the number of financial advisors. Probably the  same people saying this had said that Robo Advisors (Article)

"Let's Not Work Together"

An Advisor Job Creation Rule

Overcoming Self-Limitation

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 Our Prospects Won't Believe We Can Help Them Unless We are Willing to Say No to Those We Can't   - If we take anyone as a client, how does that make  (Article)

Overcoming Self-Limitation

An Advisor Job Creation Rule

Overcoming Self-Limitation

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 We all can be our worst  enemy when it comes to growing advisory businesses, with limits that we  place on ourselves.  Some thoughts on overcoming (Article)

Stopping Procrastination

Sell Yourself, Not Knowledge

Stopping Procrastination

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 Some of us are worse  with procrastination than others.  Knowing why we put decisions and  activities off is the first step in overcoming this (Article)

Our Burned Out Clients

Sell Yourself, Not Knowledge

Stopping Procrastination

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 Just 14% of American  adults say they’re very happy, down from 31 who said the same in 2018.   This is the lowest level of happiness for Americans (Article)

Sell Yourself, Not Knowledge

Sell Yourself, Not Knowledge

Sell Yourself, Not Knowledge

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 It is very difficult to have expertise or  intelligence as one's differentiator.  You'll be tested, it will delay  you getting hired, and there will always be people (Article)

Prospects Want Listeners

Advisors & Racial Equality

Sell Yourself, Not Knowledge

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 With Prospects, What We Ask is  More Important than What We Know - I keep hearing from advisors who  became more successful after switching (Article)

Advisors & Racial Equality

Advisors & Racial Equality

Advisors & Racial Equality

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 Advisors Upset About George Floyd Murder & Larger Racial Inequity Crisis - No doubt many advisors  want to take some action, no matter how (Article) 

Our Depressed Clients

Advisors & Racial Equality

Advisors & Racial Equality

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 A Third of Clients  Experiencing Clinical Anxiety or Depression - Any advisors who care  about the mental and physical well being of their clients will  (Article)

The Pandemic & Milestones

Being In The Moment Online

The Pandemic & Milestones

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 The current Pandemic and milestones both get us to reassess important aspects of our personal and business lives.  There usually is some underlying (Article)

Advisors Changing BD's

Being In The Moment Online

The Pandemic & Milestones

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 The Coming Advisor BD  Change Wave - In my  Financial Advisor Network (FAN) group's COVID-19  advisor survey, 28% of advisors either will actively seek (Article)

Being In The Moment Online

Being In The Moment Online

Being In The Moment Online

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 "Being in the Moment" During  Phone and Online Meetings - I think we've all participated in phone  calls and online meetings during the Pandemic (Article)

Advisors Still Buying

My Difficult Advisor Talk

Being In The Moment Online

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 20% of Advisors Still Looking  to Buy Another Advisory Business - My Financial Advisory Network (FAN)  group surveyed a number of our members (Article)

My Difficult Advisor Talk

My Difficult Advisor Talk

My Difficult Advisor Talk

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 My Most Difficult Talk with  Advisors & Financial Firms - Many times when I'm asked to help  financial advisors or financial firms increase their (Article)

Not Knowing Our Wants

My Difficult Advisor Talk

My Difficult Advisor Talk

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 Obtaining New Advisory  Clients During this Crisis - This sequence will enable us to obtain a  greater number of new advisory clients. (Article)

Crisis Lessons from "Billions"

Crisis Lessons from "Billions"

Crisis Lessons from "Billions"

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 Showtime's 'Billions' is  a lesson in how taking into account human emotions is the difference  between great & average results.  This "behavioral (Posting)

Why Advisors Join FAN

Crisis Lessons from "Billions"

Crisis Lessons from "Billions"

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 Our FAN group surveyed over 600 members about  why they joined.  The top three reasons were to: 1. obtain sales ideas  that are working for your (Posting)

COVID-19 Advisor Sales Guide

Crisis Lessons from "Billions"

Are You That Secure?! Danger of Only Work Contact Details

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 FAN has pulled together a review of the sales &  service techniques that are helping advisors come out of ahead at the  other end of this crisis (Posting)

Are You That Secure?! Danger of Only Work Contact Details

Are You That Secure?! Danger of Only Work Contact Details

Are You That Secure?! Danger of Only Work Contact Details

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 Many employee/BD arrangements prevent employees from  contacting clients once they pushed out, or at least prevent the fired  advisor to use (Posting) 

The Article I Couldn't Get Published by the Advisor Press

Are You That Secure?! Danger of Only Work Contact Details

The Article I Couldn't Get Published by the Advisor Press

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 Perhaps it was "too mercenary" or poorly presented, but my article idea  was turned down by a couple of financial advisor publications.  This  (Posting)

A Letter to my 18-Year-old Self about Being an Advisor

Are You That Secure?! Danger of Only Work Contact Details

The Article I Couldn't Get Published by the Advisor Press

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 No, this isn't a picture of me as a teenager. But this is the  response I gave an 18-year-old who asked me what I would tell an  18-year-old me (Article)

Leading Clients by Example With Action Over Words

Avoid Falling for COVID-19 "Behavioral Sales" Trap

Leading Clients by Example With Action Over Words

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 Advisors can avoid the same mistake that many investment firms are  making right now, by leading their clients by example.  Investment  firms  (Posting)

One-Picture COVID-19 Rorschach Test for Advisors

Avoid Falling for COVID-19 "Behavioral Sales" Trap

Leading Clients by Example With Action Over Words

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 How does this picture make you feel about selling your services to new and past prospects right now.  No wrong answers (except if it runs...  (Posting)  

Avoid Falling for COVID-19 "Behavioral Sales" Trap

Avoid Falling for COVID-19 "Behavioral Sales" Trap

Avoid Falling for COVID-19 "Behavioral Sales" Trap

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 There are many firms who have overcome the "behavioral sales" traps that have sprung because of COVID-19, hurting their competition.  (Article)

Is There A Tale of Two Advisor Cities Right Now?

Avoid Typo's When Giving COVID-19 Updates to Clients

Avoid Falling for COVID-19 "Behavioral Sales" Trap

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 My recent COVID-19 talks with advisors made me think that right now "it is the best of times" and "it is the worst of times" for advisor sales.    (Posting)

Avoid Typo's When Giving COVID-19 Updates to Clients

Avoid Typo's When Giving COVID-19 Updates to Clients

Avoid Typo's When Giving COVID-19 Updates to Clients

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 This crisis is requiring us to turn out more written content.  But errors can cause our clients and prospects to miss the intent of  our message.  (Posting)

Advisors Helping Unemployed Clients During COVID-19

Avoid Typo's When Giving COVID-19 Updates to Clients

Avoid Typo's When Giving COVID-19 Updates to Clients

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Many financial advisors have successful clients with short-term COVID-19 job losses, and they have employed clients looking for short-term help. (Article)

71% of Advisors Adding Clients During this Pandemic Crisis

71% of Advisors Adding Clients During this Pandemic Crisis

71% of Advisors Adding Clients During this Pandemic Crisis

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 Advisor  survey responses continue to come in, with my Financial Advisor  Network's (FAN's) study on advisor sentiment with, and changes (Posting)

Now is Our Time to Shine or Fail With Our Clients

71% of Advisors Adding Clients During this Pandemic Crisis

71% of Advisors Adding Clients During this Pandemic Crisis

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  What  I've been hearing from managers and  clients about the revenge they  will take over their employee's, BD's, or  vendor's help during this   (Article)  

COVID-19 Advisor & Home Office Recruitment Update

71% of Advisors Adding Clients During this Pandemic Crisis

COVID-19 Advisor & Home Office Recruitment Update

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 Recruitment  has continued unabated for a substantial majority of the BD's that were  aggressively adding advisors before COVID-19 - the same with  (Article) 

Does Anyone Remember Laughter? - Happiness Focus

Many Panicked Advisors, Afraid of Long Term Market Collapse

COVID-19 Advisor & Home Office Recruitment Update

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     TIMELY  FOCUS ON HAPPINESS - "STAIRWAY TO HEAVEN & THE COVID-19 BEAR MARKET  Yesterday someone asked to see the first part of   (Article) 

Many Panicked Advisors, Afraid of Long Term Market Collapse

Many Panicked Advisors, Afraid of Long Term Market Collapse

Many Panicked Advisors, Afraid of Long Term Market Collapse

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 Many  Advisors are Panicking Over a Long Term  Economic Collapse.  This fear  and gloom is understandable with: politics as usual with   (Article) 

COVID-19's Bear Market - Doing Well While Doing Good

Many Panicked Advisors, Afraid of Long Term Market Collapse

Many Panicked Advisors, Afraid of Long Term Market Collapse

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 It  isn't unseemly for financial advisors to obtain new business because   of the COVID-19 pandemic and resultant bear market.  Not when you're  (Article) 

Reducing Client Fear Like Extinguishing a Campfire

BD's Still Looking for Advisors Who Want to "Be Like Tom"

Reducing Client Fear Like Extinguishing a Campfire

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 We  all know that when putting out a campfire that we don't just dump water  on it and say, "no more flames, we're done here".  The fire can  reignite as  (Article) 

This is Your Brain on Fear, Versus Being Concerned

BD's Still Looking for Advisors Who Want to "Be Like Tom"

Reducing Client Fear Like Extinguishing a Campfire

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 A  lot of panicky fear right now from, even from some financial advisors  and firms. The DALBAR study show what all these people REALLY should be   (Article) 

BD's Still Looking for Advisors Who Want to "Be Like Tom"

BD's Still Looking for Advisors Who Want to "Be Like Tom"

BD's Still Looking for Advisors Who Want to "Be Like Tom"

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  Like  with the NFL, recruitment of financial advisors continues unabated  during COVID-19.  Tom Brady's move to Tampa Bay shows that even elite (Article) 

Our New Routines, Our Clients' New Routines

Perfect Time to Invest in Yourself for Future Success

BD's Still Looking for Advisors Who Want to "Be Like Tom"

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  Many  of us or our staff are working remotely during the pandemic,  as are  many of our clients.   We've passed the "snow day" feeling/approach.  (Article) 

Perfect Time to Invest in Yourself for Future Success

Perfect Time to Invest in Yourself for Future Success

Perfect Time to Invest in Yourself for Future Success

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 Right  now many of us are finding ourselves with an unusual amount of free  time - no: commutes; sporting events; and nightlife.   Here are ways we  (Article) 

Advisor Tip #4 - Adapt (For COVID-19 & Beyond)

Perfect Time to Invest in Yourself for Future Success

Perfect Time to Invest in Yourself for Future Success

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 We  all know we need to adapt - easier with emergencies vs ongoing - but  often it can be hard to know when to do it. This article is for adapting  to (Article) 

Video

 

Watch video   Mike Sakraida represented the Financial Advisor Network (FAN) members  in this short documentary on responsible investing (also known as  socially responsible, green, sustainable, and impact investing).  Watch video

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