report by BlackRock
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Client Relationships
Overcoming client objections
Objection handling is a communication skill that many financial advisors struggle with – whether it’s with recommendations for existing clients or prospective clients dragging their feet. How do you put established habits and status quo bias aside to overcome objections in your practice?
Client Relationships
How a high EQ can lead to sales success
Your IQ, your intellect and your hard skills get you in the door with clients and prospects. Keeping in tune with your clients over time is another task in itself, requiring you to leverage your emotional acumen to maintain success.
Behavioral Finance
Money mindset: Using behavioral economics to help investors succeed
Theory tells us that humans are generally rational beings and that they make decisions from an optimal perspective. This podcast discusses how the concept affects the investment decision-making process and how advisors can use a client’s biases to lead better conversations.