What separates the most successful financial advisors from average advisors?  It’s pretty simple really. Here are the five traits of the most successful financial advisors...

The independent industry doesn't do a really good job of surveying it's field force regarding what they look for in an Independent Marketing Organization (IMO). Having been around the business for more than 20 years, and having talked with thousands of insurance agents regarding their wishes and wants, I thought I'd put together a listing of the top field requests I've heard over the past few years.

There are several important things to remember when meeting with prospects. We could probably go on and on about what is important, but there are certain things we feel are most crucial to remember when meeting with prospects. We coach financial professionals on these processes on a daily basis which allows them to have more successful appointments and ultimately, more successful practices.

Over the course of the past 10 to 15 years many designations have come and gone. Many were merely alphabet soup behind the person’s name and had little to no value or legitimacy. Several financial advisors have tried to recreate themselves with self-appointed designations that would somehow differentiate them from the rest of the industry or their local competition. Unfortunately, that tactic doesn’t work.

Before we dive into this topic, let me ask you, how do you currently build trust with your prospects and clients? Financial advisors have many different answers and methods to create trust. Is any one way better than another?

The proper discovery process when dealing with a prospect holds significant importance in the overall sales cycle – and ultimately leads to success. As a financial professional, a foundational aspect of your business is to uncover financial problems that your prospects and clients may actually have (or their perceived problems) and it is your mission to help solve many of these financial issues.

Communication is an interesting topic. Many of us seem to think that communication is all about how we connect with each other through the use of our words and our vocabulary. But unfortunately it’s a little more complex than that. You need to consider what your body language tells your prospects and clients when you are communicating with them.

There are a few things your prospects need to hear you say to make them feel comfortable with working with you and following your process. These statements will make a positive impression and experience for your prospects. Your words must be backed by action and should be part of your consistent process.

When it comes to workshops and seminars, everything matters. And I do mean everything. Too many times financial advisors think that if they just show up and dazzle people with their intelligence, then those in attendance will want to meet with them. Unfortunately, that could not be farther from the truth. 

Delivering bad news is always a very difficult thing to do. It’s difficult with our family and friends. It can be even more challenging with prospects and clients as our relationship with them is generally more professional than personal.