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Summary: People often ask us – what makes an elite team “elite.” Put simply, they live in a constant state of self-improvement, making seemingly small changes to the way they attract and service affluent clients. For example, an elite team might decide that all new clients should get a technology walkthrough to help them understand the tools at their disposal. This is a small adjustment, but one of many they’ll make this year. Over time, this creates a competitive advantage.
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Summary: Incubating those investors who will be wealthy some day is an important role for firms of all sizes, according to a panel of experts speaking at the Invest In Women conference held by Financial Advisor magazine in Atlanta last week.
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Subject: Reframe professional development review meetings to put the onus on the employee to hold themselves accountable.
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Summary: It's doubtful many advisors are doing the same due diligence into who produces conference apps and what safeguards are in place that they do with other pieces of their tech stack.
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Summary: Are you an extrovert? The answer is probably yes because according to CareerExplorer.com, financial advisors score highly on extroversion. Successful advisors believe in themselves. Many years ago, when managed money and asset-based pricing was making its debut, I asked an advisor how they answer a prospect’s question: “What do I get for my 1%?” The advisor looked at me and replied: “You get me.” For an established relationship, this makes sense because the client has firsthand experience of what the client does for them. When it’s a new relationship, it might take more convincing to get the prospect to say yes.
