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Summary: An advanced, multiple-choice closing technique touted by Harvard-trained negotiation and mediation specialist Raphael Lapin — who uses it himself — gets to “yes” faster and boosts satisfaction at the same time. For financial advisors, it can help curb the widespread, off-putting penchant for applying sales pressure, Lapin tells ThinkAdvisor in an interview.
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Summary: The wealth management industry is facing pressure to consolidate as the advising community tackles challenges like ever-changing industry regulation, consolidation and revenue compression. Offices of Supervisory Jurisdiction (OSJs), independent broker-dealer branches that supervise and provide consulting and business services to independent advisors, are not immune to this trend. In order to stay competitive and grow their businesses, OSJs should consider the many ways they can articulate their unique value and build scale into their models to attract and retain advisors who would otherwise remain self-supervising.
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Summary: The CFP certification may be one of the most popular credentials in the industry. More than 80,000 individuals have become certified financial planners. But earning the right to add those letters after your name is no easy task.
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Summary: In the independent advisory industry, the “it” in “if you build it” is the firm of your dreams. And the “they” in “they will come” are the clients. The hope is that if you build a great firm, clients will be flocking to your ballpark.
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Summary: How many people do you know that have so much to offer but bad habits prevent them from being their best? I can’t tell you how many sales professionals I see that look so good, come across so well, work for such great companies, and yet don’t do what it takes to run a healthy business.
