Eric Roberge

Invaluable Prospecting Skill I Learned After Getting “Choked Out” by a Grown Man

Invaluable Prospecting Skill I Learned After Getting “Choked Out” by a Grown Man

head lockIf you’ve never been “choked out” by the principal of your Alma Mater, I highly recommend it…

This happened to me. And it had me see why I was ineffective in my prospecting conversations over the past 2 months and what I needed to do to change that.

Just a few months ago, my “great” conversations with prospects weren’t helping them convert.

Defeat Robo-Advisors: Where Algorithms Can’t Replace The Human

Defeat Robo-Advisors: Where Algorithms Can’t Replace The Human

The robots are coming, the robots are coming!

The financial planning industry is shaken up once again, but in a completely new way.

This isn’t like 2008 when the entire world was glaring at investment managers, blaming them for all the world’s problems. This time around it’s an all-out crackdown on high priced products and services.

Technology isn’t a new player in the investment business.…

NPR Exposes How These Americans Really Feel About Retirement Planning and Why

NPR Exposes How These Americans Really Feel About Retirement Planning and Why

Like most advisors, I thought I had a pretty good idea of how the general public was feeling about retirement until I read the 85+ comments spurred by this post on NPR’s Facebook fan page.

Here’s what NPR asked:

Post by NPR.

 

One might think the comments would be split evenly between (i) those who have saved enough for retirement and (i) those who have not.…

The Two Emails That Save Me Hours Of Work And Build Client Relationships Right

The Two Emails That Save Me Hours Of Work And Build Client Relationships Right

They say the best hockey referees are the ones you don’t notice.

The fewer whistles blown, the more flow there is to the game. Fewer disruptions means the players have space to focus on what’s important, like getting that little black piece of rubber into the opposing team’s net.

Discovery_SkyAs financial planners, we can apply this same principle to how we interact with clients.

If You Could Teach A Client To Brush Their Teeth, You Can Keep Them Calm About Finances. Here's Why.

If You Could Teach A Client To Brush Their Teeth, You Can Keep Them Calm About Finances. Here’s Why.

When was the last time you walked up to the sink to brush your teeth and felt overwhelmed?

It probably hasn’t EVER happened, but let’s think about what brushing your teeth really entails:

  • Go into the bathroom
  • Open the medicine cabinet door
  • Pick up your tooth brushbrush_teeth
  • Turn on the cold water
  • Hold the brush under the running water
  • Remove it from the running water
  • Pick up the toothpaste
  • Open the toothpaste cap
  • Hold the tube so the opening hovers over your toothbrush bristles
  • Squeeze the tube so the correct amount onto the brush
  • Stop squeezing
  • Put the cap back on the toothpaste tube
  • Rest the toothpaste back in the medicine cabinet
  • Put the toothbrush in your mouth
  • Brush your teeth with the bristles (all of them)
  • Spit out remaining toothpaste foam
  • Rinse your mouth with water
  • Rinse the toothbrush with water
  • Put the brush back in the cabinet and close the cabinet.
Getting Clients to Go "All In" with Held-Away Assets

Getting Clients to Go “All In” with Held-Away Assets

“I’m all in,” said Mr. Jones.

Hold on a minute people. I see all you poker players reaching for your chips… this isn’t a game of Hold’em. These are the words of a client when he’s found the advisor he can trust to manage ALL of his assets. When used in this context, these three words may as well come with sunshine, a beach and a margarita… because to most advisors, this is heaven.…