Want more clients? More referrals? You are not going to get folks interested and excited in you if you are not interested and excited about them. Being curious about your clients is going to make them interested in you. Some of us are better listeners tha…lnkd.in/gptSFYhs

Don't ask "What are your financial goals" Instead ask: "Is there anything coming that has a financial implication in the future" This is a great episode by Brendan Frazier . Make sure you take a listen for a lot of takeaways. podcasts.apple.com/us/podcast/the…

It's a simple question: “Where are you from?” The next time you ask about someone’s roots, pay attention to the natural pattern of the conversation. Without prompting, people will often volunteer stories or facts that will help you understand and serve th…lnkd.in/d-EtFtxd

People respect the asker and listener more than they respect the teller and seller. One of the greatest favors you can do for any person is to establish at the very beginning of the conversation where your spotlight is pointed. Whe…lnkd.in/dAe7v38g lnkd.in/dTQPSs_E

Retirement isn't just about "the number". If that's your primary focus, you're missing the bigger picture. lnkd.in/dxf6UUjP

How do you feel when people show genuine interest in your life, history, work, and accomplishments? Offended? Invaded? Of course not. When you show a genuine interest in someone’s story, a different dynamic enters the conversation. You gain a real underst…lnkd.in/gHxp69vb

KAT interviewed after game and asked how he had such a great game, his answer was ‘that’s what Superstars do.’ you were outscored, out rebounded by 10 and out-assisted by Jocik. Maybe superstars admit when they were outplayed and give credit to teammates who stepped up

Discard the throwaway questions you’ve been told to use (“Where do you see yourself in five years?”) and focus on the ones that matter (“Is there anything going on in your life right now that could have a major effect on your financial future?”). Every qu…lnkd.in/gYtvmcbA

Numbers and facts tell us what clients have. They’re important, but not enough. Numbers don’t tell us how hard someone worked, what they sacrificed, hardships they overcame, pain and joy they experienced during the journey, and the breaks and bad fortune…lnkd.in/diRC63Mj

Think about who you categorize as your closest friends versus casual acquaintances: close friends know your story and you know theirs. The past is prologue. It’s the same with clients: you cannot put together a plan for the future without understanding th…lnkd.in/ga9Fz4CQ

There is a good chance that almost every person you meet has had a regrettable experience when it comes to money—that experience has no doubt influenced their approach to money decisions. If you dive right into a pitch or recommendation before understandi…lnkd.in/d_s3MWqd

The next time you meet with clients, ask them the following questions: 1. What is going on in your life right now that could impact your financial situation? 2. Are there others whose lives and lifestyles are impacted by your financial decisions? 3. What…lnkd.in/gfea3_Ts

Never lose sight of the fact that behind the amount of money clients have are the experiences and events that shaped them. The wise (and savvy) advisor appreciates this and will unearth those ideals and principles before making recommendations. Here are s…lnkd.in/gbCb9VC5

Financial advisors: Don’t force your clients to choose from a stack of what are essentially “stock photos”: buying a house, funding a college education, retirement, etc. Even worse, stop asking them tiresome—and tired—questions suc…lnkd.in/d4Tywsdi lnkd.in/d8mFu47w

If you’re a financial advisor, there are benefits to focusing on specific types of businesses and clients (i.e., healthcare, hospitality, construction). The more you know about someone’s particular business and the industry they compete in, the more speci…lnkd.in/gVpbURQ9

The best financial advisors don’t only focus on helping their clients amass money--they also help those clients build meaning around those means. Think about this: according to the Network for Good, the top reason that motivates people to give is that an…lnkd.in/gTQ5gpc7

When researching "Your Client’s Story", Scott West and I asked a group of “third agers”(retirees who are sixty-five and older) three questions. Here’s a sampling of what we heard: 1. What are your greatest concerns going forward? Most were concerned abou…lnkd.in/dBjHSF5p

The richest legacies your clients can leave are the stories that helped shape their lives. When it comes to estate planning, client conversations shouldn’t focus on how much they have—and they certainly shouldn’t begin that way. I…lnkd.in/gZ-EMVzq lnkd.in/gvZxRr-U

If you want to hit it off with clients right from the get-go, leave money out of the conversation. Instead, ask about their personal history to connect with them at a human level. People want to be treated as individuals, not an as…lnkd.in/gNM7Mtzu lnkd.in/gDF4RrFt

"The New Retirementality, Fifth Edition" is now available as an audiobook on Amazon, Audible, and iTunes! At just over six hours, it's a great way to learn something new while in the car, on a plane, or just out for a walk. #newr…lnkd.in/gceYGhQt lnkd.in/gXVR9xiU