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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.
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Summary: As DeCenso explains in the Q&A dialogue presented below, the prospects for growth remain highly compelling. Simply put, as the financial lives of Americans at all wealth levels grow increasingly complex, the services of skilled advisors are in higher and higher demand.
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Summary: Each year, industry players sit down and read the tea leaves to spot the subtle yet dramatic changes happening in the independent wealth space and to identify the key underlying themes that will shape the industry going forward.
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Summary: Business owners often carry the responsibility for managing all aspects of their RIA firms— strategy, services, positioning, business development and the list goes on. This approach leaves leaders burned out and team members buried in tactical execution with their heads down and hearts despondent.
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Summary: While we’re accustomed to branding cars. soft drinks and toothpaste, the planning profession has been reluctant to use this approach. As a result, the public sees all financial advisory firms as pretty much the same.
