50 5 Levels of Financial Planning – What’s Your Level?

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“Am I getting better?”

It may be the most important question you can ask yourself as a financial planner. If you’ve never thought to ask it before, go ahead and do it now. And be honest.

Are you a better financial planner than you were three months ago? A year ago? Three years ago?

If the answer is “No” (or even “Yes, but not much”) then you might face a serious problem.

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86 7 HOT Buttons Your Ideal Financial-Planning-Prospect Desperately Wants You to Push

Picture this. 

You’ve had a bad day. Just about everything was a hassle.

Your best client is complaining, the weather is bad, and you think you’re coming down with a cold.

Your prospect didn’t arrive (without calling you) and the cab sprayed you with water as it drove by without stopping.

You’re completely entitled to the bad mood that’s enveloping you.

On the way home, the phone rings. It’s a good friend, someone you haven’t heard from in a while. He’s just calling to tell you what a great guy you are, how much you mean to him. He doesn’t want anything other than to say hi.

And then you open the door to your apartment and you see that your wife has invited six of your favorite people over for a surprise-for-no-reason dinner party. The room is filled with smiles and love and the smell of your favorite meal.

How do you feel now?

Now picture your prospects coming to your office. How do you want them to feel?

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70 Here’s Why Most CFP®-ers Fail to Engage With 95% Of Their Client’s Decision-Making-Brain (and What to Do About It)

Let me ask you a question first.

Why do you think people buy your service?

Many people believe that buying decisions are fairly logical. Your prospect adds up the cost and benefits of your service, compares it with others, and chooses the service with the better score.

We like to think that a client’s decisions are conscious and deliberate. Although certainly there are rational components to many of your client’s decisions and actions, there’s another force that makes things happen.

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