Scott West

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  Skydiving Without a Parachute: Using Analogies to Reach Clients and Prospects

  By Kirk J. Hulett, MS, Securities America Financial  |  January 31, 2013

  Use analogies, similes, stories and even pictures to communicate complex financial concepts to clients—and prospects.

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  Advising the Aging Brain; Running a Cool Workplace: August Research—Slideshow

  By Editorial Staff  |  July 26, 2012

  Financial decision-making ability peaks in middle age, according to a body of research cited by Michael Finke of Texas Tech University in his cover story for the August issue of Research, “The Challenge of the Aging Brain.” In “A Cool Place to Work,” Ellen Uzelac looks at how some advisors...

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  The Word That Scares Away Your Clients

  By Ellen Uzelac  |  July 26, 2012

  Advisors today are all ginned up about risk. Trouble is—they shouldn’t be.

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  Marketing Advisors Like iPhones

  By Ellen Uzelac  |  April 25, 2012

  Financial advisors are famously clueless about marketing — and that’s too bad. Because it is your brand — your firm’s unique signature — that keeps clients coming back.

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  Pursuing Simplicity

  By Ellen Uzelac  |  March 26, 2012

  The financial advisor’s job has never been more complex. But in a departure from traditional thinking, business development leaders are urging advisors to do something that seems almost counterintuitive: Keep it simple.

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  The Power of Words

  By Jane Wollman Rusoff  |  December 26, 2011

  WRITER DOROTHY PARKER cracked that the two most beautiful words in the English language were “check enclosed.” The three most beautiful words for winning financial advisory clients are “I get it!”

• Seven Ways Clients Sabotage Conversations

  By Jane Wollman Rusoff  |  June 28, 2011

  Don’t be a conversation saboteur. That’s a sure way not to connect with clients.

• Making Your Clients Feel Understood

  By Jane Wollman Rusoff  |  June 28, 2011

  Making clients feel understood and comfortable offers great benefits for finanical advisors.

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  Think before you speak

  By Danielle Andrus, AdvisorOne  |  July 16, 2008

  Some speakers overestimate their speaking abilities and approach presentations thinking they can improvise a stellar speech. Without proper planning, though, a speech can go awry,...

• Ask me no questions ...

  By Staff Writer  |  June 24, 2008

  According to authors Scott West and Mitch Anthony, closing a sale is dependent on the discovery process -- advisors who ask the wrong questions, get...