Financial services professionals constantly look for ways to stand out among their competitors. Consider the following idea this Valentine’s Day to reach out to your clients. Some of your best clients are widows and widowers. What do these people not get anymore? Flowers and candy on Valentine’s Day. Make an impact – and do something really nice – this Valentine’s Day. Send something to these clients and show them someone cares. Will you get business or referrals from this? Maybe or maybe not, but do it anyway; it’s the right thing to do.

Good selling!

Last night at the University of Minnesota Men’s Basketball game, Coach Tubby Smith presented senior guard Lawrence Westbrook with a commemorative basketball in honor of Westbrook joining the “1,000 Point Club.” This occurred at center court prior to the game with much applause and many photos. I commented to my wife that, “He will cherish that ball and the photograph for the rest of his life.”

Westbrook earned the ball not for anything he did yesterday, but for what happened over the last three and a half years. The photograph merely captured a moment of glory, which represented many hours of hard work leading up to the resulting achievement and subsequent honor. However, that photo becomes a touchstone for Westbrook that will always remind him of his achievement, and the dedication, choices, and actions that led to this moment in time.

Consider this question:

“Will you cherish the photograph of what you did today for the rest of your life?””

The things we do are a reflection of what we think about. So what did you think about today, and what did you do about it? Some additional questions are in order:

• “Did I work for the best interest of my clients?”
• “Did I treat them with respect, while seeking to help them make good decisions?”
• “Did I treat my colleagues and staff with respect and did I help them serve our clients while bettering themselves?”
• “Did I tell my story to new relationships to allow them the benefit of my services?”
• “Did I do these things without sacrificing my integrity or my family values?

Make certain that the photograph this day of your life includes you with a smile upon your face, for you did the things you needed to do today to serve those who depend upon you.

To Lawrence Westbrook: Never forget that night, not because of the destination, but because of the journey that led you there. The lessons you learned will help you continue to achieve, no matter what dreams and goals you pursue.

To You: What do YOU choose to do TODAY?

Good selling!

Financial advisors commonly look for and attempt to offer the “best performing” investment products, in spite of the fact that one of the basic tenets of the industry is “Past performance is not necessarily indicative of future results.” An investment wholesaler (a true master of the profession) at a tier-one mutual fund recently shared an interesting thought:

“Advisors don’t really want the ‘best’ fund; they just want a really good fund that they really understand.”

Your job as an advisor is to match the proper financial strategies, products, and services with clients based upon the client’s financial situation and objectives. A part of this process involves selling. Three critical steps in the process include telling the client:

• The Benefits of a Particular Strategy
• How It Works
• Where it fits

In order to explain these aspects of a recommendation, advisors need to truly understand what they recommend. When selling, you need to give the 30,000-foot view to the client and be prepared to answer questions – any questions.  Don’t try to amaze people with your knowledge, but rather provide them with enough information they need to make an intelligent, comfortable buying decision.

Ethical and regulatory guidelines demand that you know your client. Suitability remains a cornerstone issue in the industry. Make sure you truly know the products and services you recommend as well as you know the clients whom you serve.