Recently, I’ve watched several advisors provide financial advice via video. Much of the information was helpful. However, at times I was distracted by an advisor’s speaking approach, ultimately minimizing their credibility and preventing me from capturing recommendations. If you’re seeking to gain more business from video marketing or if you frequently video conference with clients and prospects, be sure to fix the following viewer irritations: Video Conferencing Mistakes – Rocking or twisting in your chair, projecting a lack of self-awareness. – Fiddling with pens, pencils, hair, chin, etc., projecting insecurity or anxiety. – Saying “you guys.” Not everyone watching...
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I just read The Art of Dying Well; A Practical Guide to a Good End of Life by Katy Butler. Hands down, it’s the most resourceful book I’ve read this year in regard to end-of-life planning. Specifically, it’ll help advisors guide clients as they navigate health care systems, disabilities, terminal illnesses, emotions and choices surrounding downsizing, sustaining physical independence, preparing end-of-life directives (beyond traditional paperwork lawyers suggest), and much more. Practical and easy to read, Katy provides well researched and actionable advice describing how individuals can thrive during their later years, ultimately achieving a more peaceful path to death. Her recommendations apply...
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Many financial services firms are doing a nice job maintaining a professional website and social presence. However, most are overlooking the impact of gender and genderless diversification within their marketing copy. For Example: Are you unconsciously communicating with one gender more than another, ultimately isolating prospects? Or, are you effectively communicating in order to retain assets transitioning to younger generations, those that in particular prefer genderless marketing? Male & Female Often when facilitating a website review for an advisor, I find their marketing copy tends to speak to one gender more than another. Therefore, when you add content to your...
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Credibility and trust are key components that make or break a financial advisory business. To help financial advisors build more trust, I provide three examples below. Recently, I watched a TED talk by Simon Sinek and was captivated by one particular comment: Trust is a feeling. His remark got me thinking about how to frame words that create feelings. Words financial advisors and other types of financial consultants can use on websites and social media channels to build credibility, ultimately creating feelings of trust. What are feelings? The Merriam-Webster dictionary offers several definitions, including: an emotional state or reaction, often...
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Are you losing clients or not closing business at your usual rate? Perhaps the following is why… Times are changing, particularly in regard to your prospects’ environmental opinions. If you haven’t considered the environment recently, then you may be losing clients to a perceived lack of concern regarding the environment and its sustainability. The easiest way to explore if you’re losing clients to lack of environmental concern is to simply walk through your office and ask yourself the following question: Does what you see reflect your target audiences’ environmental values? More and more Americans are becoming concerned with their...
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Summer Reading for the Beach, Lakefront, Poolside & Beyond If I had to recommend only one book every small business owner should include on their summer reading list, it would be: Conversationally Speaking: Tested New Ways to Increase Your Personal and Social Effectiveness by Alan Garner. It’s definitely worth the time for anyone who needs to start or keep a conversation going, e.g., consultant, vendor/supplier, small business owner of any kind, parent, husband/wife, etc. Why? Because, beyond this being a helpful and easy to read business book, by optimizing your personal communication skills, your small business will likely grow faster. What’s more,...
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Whether it’s her birthday, anniversary or Mother’s Day, giving a small gift to your female advisory clients ultimately helps advisors deepen relationships. The most important part of the process is to let her know you’re thinking of her. Therefore, here are 10 ideas for financial advisors that won’t get you into regulatory hot water, and are easy to purchase and distribute. 10 Gift Ideas for Female Advisory Clients #1 – Virgin Olive Oil – Most affluent women understand that virgin olive oil is good for them and their family. #2 – Flavored Teas – Perhaps she doesn’t drink tea....
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