Sell The Firm, Not Just Yourself

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.