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Summary: Here’s practical advice from a 30-year-plus advisor and Primerica’s national sales director: “You want to have the type of relationship where it’s you and the client against the world. The goal is always to position it so that the client understands that it’s us and them together trying to get what they want,” Howard Lashner tells ThinkAdvisor in an interview.
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Summary: There was a time in the not-so-distant past when the only skill you needed to succeed in financial services was how to sell. The business of selling investments was almost entirely transactional, and all a financial advisor needed to do was shake the bushes for prospects and close them on a product sale. It was not easy by any means, and only the most tenacious advisors survived.
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Summary: That’s the message Bruce Ensrud, wealth advisor and founding partner of Parable Wealth, wants to convey to advisors attending the Advisor Insights Lab.
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Summary: Consultancy and research firm Herbers & Company announced the results of its 2023 Herbers & Company Service Market Growth Study, which surveyed 1,598 investors and 724 advisory firms, highlighting industry trends and gaps between service and demand.
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Summary: The older generation of advisors is aging out. With them go many valuable lessons, especially regarding client retention.
