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Summary: The founder of DMAC Consulting tells Michael Kitces why the No. 1 element of success as an advisor is to find and get control of your own self confidence.
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Summary: As a report from Accenture laid out earlier this year, not only are financial services firms targeted by cybercrime more than any other sector, but breaches have actually tripled over the past five years. Technology has revolutionized this sector, but in doing so, it has opened financial advisors and other industry professionals to threats and liabilities in ways never before imagined. Potential consequences range from the unnerving to the catastrophic.
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Summary: Each week, I speak with advisors and entrepreneurs who want to take their business to the next level. As they share the details of their marketing plan, I ask how they came up with the plan. Most often, they reply, “I think this will work.” When asked if they have done any research to confirm it will work, the answer is either “No” or “Well sort of.” While the latter response is better than the first, neither is ideal. Today’s topic includes the biggest and most common marketing problems and how to avoid them.
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Summary: Financial planning development is speeding up, but the pace is not being set by the advisor industry.
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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.
