Bryce Sanders

The logic is still intact. Your client needs to be aware what they are getting paid on free cash balances and what they are paying on borrowed money.

You are the “adult in the room” when your client is in danger of straying from the financial plan you devised to keep them safe.

Even as technology might make things easier for financial professionals, discipline and structure are still required.

You might wonder why people fall in love. Sometimes it is “head over heels.” Other times, it is a journey where you gradually move closer over

Client confidentiality might seem obvious. It can be positioned as a selling point, a benefit and a way to encourage clients to send you referrals.

Even if they are out of range now, their situation could change.

All advisors lose clients. It happens. Even if you were the perfect advisor delivering flawless service to a wide range of clients for your entire career, some clients eventually die.

When you talk to successful advisors, there is often a story about how they got their big break.

Staying in touch can be good both for the clients and for their ability to remember who you are.

Technology has brought new tools to the industry, but the principle is still the same. You need to connect with people who meet your client profile, then make the case for them to bring in money, cross the threshold and become clients. You sit among a group of fellow advisors at the office. If you work from home some of the time, you sit among your fellow advisors at sales meetings. You see two advisors prospecting. One succeeds, the other fails.