Advisor Sales Strategies

If you follow this series of articles, you know that we approach credibility as a marriage of characteristics and activities. You can develop the characteristics ...

Purdue University researchers Tim Christianson and Sharon DeVaney examined interpersonal relationships between financial advisors and clients. In particular they identified factors that facilitate a client's ...

What would you do if Warren Buffett came to you and said, "I need your help. It is imperative that the financial industry start hiring ...

NOTE: This article is an edited excerpt from our upcoming book Capitalizing on Credibility. "Clients value trust, integrity and Credibility over product or service selection, ...

Professional Credibility is one of the most elusive and difficult qualities to grasp. In fact, it's so elusive that very few people can even describe ...

I've been coaching in the financial industry for about twenty years. The two problems I see most often are: 1.) Financial professionals don't know now ...