by Jeff Dorman
Last post we talked about the first of three key differentiators of a successful financial advisor (FA): having the consultative mindset of a trusted advisor.
This week, we’ll look at the second of the three differentiators: having an effective meeting process.
The best FA’s, in addition to having developed a consultative mindset, have also adopted their own version of running a client meeting. We call that process the “Client Meeting Path.” It consists of:
By Jeff Dorman
Some of our clients are among the biggest names on Wall Street, so it’s been something of a rollercoaster ride for them over the past year. Yet more than ever, especially considering the downturn in the economy, there is a need for top financial advisors (who are among the key populations we work with) to differentiate themselves from their competition.
We see three elements consistently in the top financial advisors (FAs):
a. Having the consultative mindset of a trusted advisor
b. Having a client meeting process
c. Being a highly skilled communicator
This post, I’ll focus on the mindset. We’ll cover the next two points in future posts.
By Stephen Giordano
In a recent episode of NBC's hit show 30 Rock, network executive Jack Donaghy, played by Alec Baldwin, prepares to deliver a keynote address to a waiting audience of high potential GE wunderkinds. It’s his "pre-game" ritual, which consists of him shouting rapid-fire, passionate, positive affirmations to his own reflection in the mirror of the echoing men's room just outside the auditorium.
"You are an icon, Jack. No one is better than you. You'll knock them over with your brilliance!" He continues in this vein for more than couple of minutes and when he's done, he pauses, fixes the already perfect Windsor knot on his power tie, locks eye contact with himself once again and whispers, "Go get 'em, tiger."
Continue reading "Drop and give me 20…then deliver your keynote" »
