The most frequent question I’m asked when mentoring newer advisors is, “How do I demonstrate my value to prospects?”

After 20 years and serving over 1,800 clients as an hourly, fee-only financial planner, I’ve concluded that hourly advisors should not give free advice to prospects.

Influence, by Robert Cialdini, has impacted my professional and personal life for more than 30 years.

Parents become children as they experience role reversals later in life. Well, it’s happened to me.

A study, reported in the Harvard Business Review, claimed that likability was not important to the sales process.

Financial advisors don’t have to “cure” prospects who procrastinate. Instead, ask the right questions and listen to what they say.

As a financial coach whose mission is to talk fee-only advisors “off the fence” of procrastination, I frequently answer two questions.

Rather than let procrastinators ruin your day and invoke unhealthy emotions, overcome your clients’ and prospects' reluctance to move ahead using the skills and techniques I mentioned to win over that last 10%.