A scholarship plan firm was the loser in a recent SCC case dealing with the contractual obligations of advisors and their firms
A brief guide to faulty sales spiels
Often confused with aggressive selling, persuasion enables you to help clients make better decisions
Have the discussion year-round
Your elevator speech could be sending the wrong message. Your answer to the question "What do you do?" should indicate you're a professional, not a salesperson
A new book for salespeople and cold-callers shows you how to drill down past the usual web search engines to find and use in-depth information about companies and people
The fundamental focus on value for money is neither new nor limited to financial services. Successful retailers provide value, not from their point of view but from their customers'
Establish trust and be prepared to compromise
Many advisors' efforts to differentiate themselves end up conveying sameness. To be successful, you must convey the benefits of working with you to your clients
This book dealing with decision-making is useful in an era when many advisors do not receive formal sales training