Why does a street legal car need to have the ability to travel to speeds of 253 miles per hour? It doesn’t, but there’s one that did just that. When the Bugatti Veyron was introduced back in 2005, it set the automotive world ablaze. Story after story was written about the mechanics and thrills of

How often have we told clients to “Buy the dip, dollar cost average in, or rebalance the portfolio to take advantage of volatility”? These are more or less generally accepted truths about investing that we all subscribe to. Each of these strategies, however, goes against our human nature, which is why we have to keep

The biggest breakthroughs in our business generally happen because of one of two reasons: 1. We approach a problem from an entirely new perspective, or 2. From an extremely painful experience, which generally causes the new perspective in option #1. In other words, it’s the obstacles that we confront that lead to the biggest breakthroughs. 

It’s astounding how much I paid to have someone ask me that question. And they didn’t ask me just once, not twice, but six times. Yet it was worth every penny. Something was brewing inside of me that simply had to be dealt with. It’s probably brewing inside of you too. It was nagging at

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Myth: Busted. I’ll never think the same way again. What myth, you ask? The myth that all clients want their planning to be simpler and less complicated. Ah, if only life could be as simple as it once was.

We can all agree that without a flow of qualified prospects, an advisor isn’t able to do all that much advising. We need prospects and we need them to become clients in order to build a healthy business that serves people in their financial planning needs. But I think it’s worth considering whether all prospects are created equal. Because if they’re not all the same, then should we consider treating them differently from one another? I’m not just talking about A, B, and C clients either. There’s something else going on that we really should pay attention to.

How do we perfectly align what we do for our clients with what they say we do for them? If we’re really honest with ourselves, we’ll admit that what we think about ourselves rarely matches what other people think about us. Knowing that, how do we ensure that our value proposition, the core thing that we think about ourselves, is heard by others in the same way we see it? 

In the pursuit of better understanding how money really works, and probably more importantly, how people interact with and handle money, an advisor eventually comes face-to-face with the study of behavioral finance. That is, the formal study of how we really make decisions and why we make them. It’s fascinating.