Advisor Institute

Want to Rock That Video Call?
How to “Keep Your Close On”

How to “Keep Your Close On”

by Ken Haman
The best reason to conduct a virtual meeting is to motivate some kind of action. This means that a well-managed meeting is always moving toward a clear and specific close. There are six steps to a meeting’s flow that will help you “keep your close on.”

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Do You Wonder Why No One Returns Your Calls?
Is It Instagrammable?

Is It Instagrammable?

by Ken Haman
Unless you’ve been living in a cave, you’re aware that social media is flooded with brief visual encounters. Even before COVID-19, Instagram caused a shift toward visual communication and away from words alone. There’s a reason for this and learning it will help make your virtual meetings more impactful.

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Are You Sick of COVID-19? Then Here’s What to Do
How to Stop Your Virtual Meetings from Stinking
Mastering the Virtual Practice: Virtual vs. Face-to-Face Meetings
Mastering the Virtual Practice: 10 Reasons Why Virtual Meetings Are Harder
Mastering the Virtual Practice: Why Advisors Will Prefer Virtual Meetings
Mastering the Virtual Practice: Prospecting Remotely
Mastering the Virtual Practice: Why Your Clients Will Prefer Virtual Meetings
The Compassion Paradox

The Compassion Paradox

by Ken Haman
As the COVID-19 crisis and the challenge of the economic recovery process continue, it’s critical to understand how to care about our clients without caring too much. Don’t risk your own well-being and become unable to help those who need you.

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Decisions, Fast and Slow

Decisions, Fast and Slow

by Ken Haman
Many human decisions are driven by impulses known as heuristics, such as the simple-and-familiar bias. When mental energy is depleted, as during a crisis, advisors may employ this bias to select investment solutions that are easy to explain (simple) and that they’ve used before (familiar).

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