In coaching advisors for 11 years and serving as a financial planner and investment firm CEO for 26 years before that, I've found that many of the most elite advisors have a secret weapon: the power of their presence. These advisors light up any room they walk into. Their personal presence makes them nearly irresistible to wealthy investors who want to know more about them the moment they meet them. Once these investors are clients, they become marketing apostles for their advisors, telling their wealthy friends and associates all about them.
Does presence really matter? You better believe it. Example: One advisor, Bruce Raabe of Collins & Co. in Larkspur, Calif., garnered a new $19 million account recently, which he credits largely to how he first presented himself to the investor.
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