Here’s the Logical Truth About Why Financial Planners Should NOT Advise Prospects (and What To Do Instead)

Varys – The King’s “Counselor” in The Game of Thrones.

Admit it. You’re skeptical after reading this title.

Is NOT giving financial advice really the answer to all your prospecting efforts?

You work your ass off on building your knowledge, so will it get the recognition it truly deserves by NOT sharing it with the world?

Well, here’s the disappointing truth…

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How To Be Bold in a World Where Compliance is King

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It’s practically a financial planning commandment.

Thou shalt obey the compliance officer.

And even if those words have never been etched into stone, it’s still rock-solid advice. After all, if you DON’T follow their advice, your financial planning career will be doomed. Forever.

Knowing this, you take compliance seriously.

You read what they publish.

You study for their exams.

You tweak every process until it’s perfect.

But does this help you? I mean, does this help you to move forward?

If you’re honest, you can’t help but feel mortified at the prospect of staying hopelessly trapped in the compliance officer’s rules.

You want to break out. You want to escape. You want to do it your way.

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How to Mute People’s Pain of Paying your Hourly Financial Planning Rate or Monthly Retainer Fee

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Imagine grabbing a cab.

Picture yourself sitting on the back seat and looking at the taxi meter. Don’t you hate watching the taxi meter going up, knowing that every extra inch of the way is costing you?

Why do you hate this?

It’s because of the pain you are suffering. Not physical pain of course, but rather activation of the same brain areas associated with physical pain.

Now, picture your client paying your hourly fee. Is it any different?

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Here’s the Pricing Mistake Almost Every Financial Planner Makes (and How To Fix It)

Imagine that your prospects didn’t hesitate, not even for one second, to pay your price. That it would be – in fact – a no-brainer.

Don’t believe that’s possible? Then stop here.

However, if you don’t want to leave money on the table and if you don’t want to miss my free gift at the end of this article, you might want to keep reading.

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Here’s Why You’re Unconsciously Influencing People NOT to Refer You and What to Do About It (Which You Probably Want to Do Anyway)

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In my previous article I asked you why you think your clients don’t refer your financial planning service. And more than 100 planners gave me a worthy answer.

However, I wonder if those planners have ever thought of this:

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How Financial Planners Save Their Clients From America’s Top Killer (Part 1)

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You probably aren’t aware of this. But it’s true: financial planners are heroes.

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Here’s What Financial Planners (CFP) Can Learn From Top FBI Hostage Negotiators About Creating Magical Connections In Less Than 45 Minutes

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And even create more powerful relationships than many other lifelong friendships.

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Here Are More Than 200 Reasons Why Your Clients Hate You And An Unexpected But Easy Cure For This Pain

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Imagine your client-to-be comes to you and says:

“I see you are the perfect financial planner for me because of your professional designation. So therefore, I would really like to work with you”

If you have experienced this, then stop reading this article.

Otherwise, you might want to continue.

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Financial Planner, Do You Still Make The Mistake To Solve Your Client’s Problem?

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Good financial planners, we’ve long been told, are skilled problem solvers. They can assess people’s needs, analyze their predicaments, and deliver the optimal solution.

But today, when information is ubiquitous, the ability to solving problems matters relatively less.

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Here’s A Remarkable Secret About How Financial Planners Move People To Think Long-Term And Decrease “The Instant-Gratification-Problem”

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Imagine yourself buying something from the internet. How long do you want to wait before enjoying your purchase?

A day, an hour, a minute, a second?

Now, imagine your client buying your financial planning service. How long does your client want to wait before enjoying the benefits of reaching his goals?

Half a century, 25 years, a decade?

In today’s instant-gratification-world, it takes a behavioral shift to move your clients to think about their future.

So, how do you do that?

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Now Financial Planners Can Quit Being A Professional

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What is professionalism?

Professionalism is fitting in.

Fitting in the corporate culture of targets, AUM and commissions. Fitting in the accepted belief that more is better. Fitting in to not challenge the status quo in the financial services industry.

Imagine that Steve Jobs was a professional. Would there be an iPhone?

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3 Types of Financial Planners – Which Group Are You In?

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There are three types of financial planning businesses. All three have it’s own style, it’s own structures and measurements and it’s own strategies. The question is: are you in the type of financial planning business you really want to be in?

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Why 97% of Your Clients Don’t Have Financial Goals and What to Do About It

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There’s a myth about the success of setting goals. The myth says that back in 1953, Harvard university conducted a study on the graduating class. They discovered that only 3% of the graduating seniors had definite predetermined objectives. Twenty years later they did another survey of those same people, and of the 3% that had set those goals and committed them to paper and had made a commitment, they had accomplished more in their lives than the 97% who had not written it down.

However, there seems to be evidence that this myth isn’t true.

Now, you can call me pigheaded, but I strongly believe that this myth most certainly is true. Here’s why:

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Who Else Wants to Matter Like Marco van Basten?

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Marco van Basten

When I think of people who made the biggest impact in my life, it was not their expertise or their accomplishments that provided me with direction, guidance and reassurance I needed to accomplish my goals.

It was their sincere belief in me. They let me know through their words and actions that I mattered.

Your clients want that same validation.

In fact every single person you meet, shares this common desire. As I wrote last week, the largest part of a financial planner’s target audience want to know they matter. Mattering is a universal human need. And it’s one you have the opportunity to satisfy.

But it’s not only the people who believed in me which had an impact in my life.

There’s one other person who totally influenced me. He didn’t believe in me. Actually, he doesn’t know me.

But although he doesn’t know me he still means the world to me. He mattered to me in the past and he matters to me now. No matter what he does or doesn’t do, I believe in him.

This person is Marco. Marco van Basten.

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6 Secrets from Social Psychology That Make Your Clients Say “YES”

Picture this: a technique to seduce people which makes them do the things that you want them to do. In his best selling book Influence: The Psychology of Persuasion (Collins Business Essentials), persuasion-professor Robert Cialdini presents 6 scientific based seduction techniques from social psychology. The book gave me ideas a financial planner can use to make their clients say ‘YES’ to the service financial planners are offering.

 

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