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 Journal of Financial Marketing
[ Click Here to Download File ]
The message is clear: Transactions are out. Advice and relationships are in for today’s investors and financial professionals.
The old “greed them in and scare them out” transaction model makes little sense in this time when client needs are much more varied and complex. Moreover, technology has made transactions a low fee commodity business.
What today’s clients need is more than a personality, a product pitch and a crushing close. They need advice. Moreover, they need it from professional Advisors who will get them to do what they ought to do, when they are reluctant or afraid to do it. They need The Great Advisor.
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Annuity Super Producer Column 1
In today's Internet wired world investors don’t need an advisor to get market information, trade stocks and bonds, or buy most any type of financial product.
What investors want and need—and the service a great financial advisor provides—is the ability to help them define and achieve their financial goals and dreams.
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Annuity Super Producer Column 2
“One woman pulled off her wedding ring and pawned it to buy gasoline.” *
Now there’s a detail that defines the story.
Returning home from a lengthy lecture on the economic effects of higher gasoline prices, my wife casually asked "what did they say?" Guess what came out of my mouth first? It wasn’t the comprehensive economic analysis or the detailed survey results. All of that took a back seat to a woman pawning her wedding ring for a tank of gas. I'll bet you would have said the same.
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Annuity Super Producer Column 3
You know the feeling. Just when you think you nailed a presentation, someone says "Yes ... BUT," and you realize you left out an essential. At least that’s what happened to me last month.
At the end of my presentation, Barbara, an advisor in the first row raised her hand and said, "I can see it’s important to get the emotions out of investing and that asking questions to uncover my clients' investment wiring is the way to do it, ... BUT ... how in the world can I get clients and prospects to talk at that intimate a level?"
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Annuity Super Producer Column 4
Asking the right questions is critical to that goal, but every bit as important as the questions you ask, is how you ask them.
The objective should be a meaningful, open exchange of ideas, opinions,
sentiments, feelings and experiences. All too often something less
happens. Pitfalls abound.
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The Truth About Empowerment.
Your perception of your current condition can be clouded by your past achievements. If, for example, you ride a bicycle downhill long enough, you and other insiders may conclude that you are great athletes and somehow exempt from the limitations of mere mortals. But when the game changes and you find yourselves facing a long uphill climb, you may find you have gotten fat, out of shape and off course. All too many executives seriously compound the problem by effectively prohibiting a frank and fully communicated assessment of their strengths and weaknesses, opportunities and pitfalls.
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Why Leaders Resist Change.
Calling the first few years since the turn of the Century “turbulent times” is like calling the Grand Canyon a hole in the ground or the Pacific Ocean a nice little lake. World politics, market forces and technology seem to have ganged up against the quest for a tranquil, predictable life – or a stable investment environment.
Since the turn of the Century, financial professionals have had to deal with monstrous acts of terror, unprecedented financial scandals and pathetic market performance. Together these events and conditions have conspired to alarm investors and erode trust in both financial markets and in the professionals who represent them.
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Shift Into High Gear
[ Click Here to Download File ]
Alan focuses on finding the energy and motivation to “go hard” when external factors say “quit” or “just hang on.” Extraordinary businesses are created by pushing hard when others quit. Winners stay positive, get creative and keep serving customers.
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The Great Advisor
The message is clear: Transactions are out. Advice and relationships are in for today’s investors and financial professionals.
The old “greed them in and scare them out” transaction model makes little sense in this time when client needs are much more varied and complex. Moreover, technology has made transactions a low fee commodity business.
What today’s clients need is more than a personality, a product pitch and a crushing close. They need advice. Moreover, they need it from professional Advisors who will get them to do what they ought to do, when they are reluctant or afraid to do it. They need The Great Advisor.
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Capitalize on a Crisis.
Calling the first few years since the turn of the Century “turbulent times” is like calling the Grand Canyon a hole in the ground or the Pacific Ocean a nice little lake. World politics, market forces and technology seem to have ganged up against the quest for a tranquil, predictable life – or a stable investment environment.
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