A financial advisers' purpose is to present the options, not pass judgment.
Whatever your business model, you'd better be prepared to disclose that compensation.
Humans are great at projecting way into the future about something that may or may not happen.
Listening with empathy and reminding people of their goals almost always stops them from jumping off the proverbial cliff.
Help clients understand that a difference does exist and respecting that difference matters if they want to reach their goals.
Shift from focusing on investment returns to talking to clients about their goals.
An adviser's job isn't to offer a random selection of options; it's to assess where clients say they want to go and where they are in that journey.
You can't begin to help them avoid falling into this trap until you empathize with them.
It's much easier to put clients first and keep them there than to find a new tool or product to sell.
Clients will appreciate candor, but they're not always prepared to apply what they hear.
