2018-01-10 • 10 second read
Many people still think of professional advisors as salespeople on commission. Your actions on a daily basis will either validate that or prove them wrong. This is why I spend a lot of time deprogramming our advisor clients and replacing their sales approach with a consultative approach. That shift allows them to implement a service model that ensures their clients
focus on what the advisor is worth, rather than what he or she costs.
Excerpt from The Advisor Playbook
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