I’ve worked with enough high net worth business owners to know that they, just like everyone else, like to save a buck. So if you want to start a conversation about college funding with a high earning prospect, you should avoid the words “financial aid” in your discussion and stick with tax and cash flow strategies! One of the best combo strategies I ever used with high net worth business owners was to hire their kid in their business and then write off the cost of the kid’s new lease....
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When was the last time you received a call, or an email, from a prospect you never met before, wasn’t a referral, was already working with an advisor, and willingly wanted to provide you all of their financial details? I’ll answer that question for you… SELDOM. FINANCIAL ADVICE IS NOT SOMETHING MOST PROSPECTS WANT… IT’S SOMETHING THEY NEED. To get a consistent flow of qualified prospects contacting you requires more than just non-stop advertising, expensive seminar dinners, or b....
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All advisors need to be ready to address the often unspoken question that every prospective client is thinking when speaking with someone trying to sell them something: Why should I do business with you? Although this is a blunt question, it is on the back of every prospect's mind. Why? Because it’s on the back of your mind when you are approached by any salesperson, right? How would you answer, if you were asked, "Why should I do business with you?" If you answered: We're the largest, ....
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College costs have risen to the point of no return. Top public universities are now $35,000 a year, and many private colleges are over $70,000. That’s $280,000 for a four-year education, which for a 45-year-old parent equates to almost $750,000 in retirement money by age 65. And that’s for one child’s education. When we demonstrate these numbers in our college funding workshops, it changes the mindset of the audience. Half-curious attendees now become engaged. Many of these attendees ar....
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