Articles in "2017 August":

The Rule of -ates: Flip It and Reverse It

  Michael Lynch     Thu Aug 31 13:00:00 EDT 2017 

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As summer comes to a close and we prepare to face the faster-paced fall season, advisors should consider taking time for a little self-reflection on their business. Are you serving your clients in a way that best benefits them? Do you understand what motivates them, and what emotional factors might affect their decision making?

In prior posts, we’ve talked about the rule of –ates, which helps advisors find out about clients’ backgrounds and social habits with regards to four key areas: educate, donate, recreate, and congregate. Learning about these details might not only help advisors inform their clients’ financial decisions better, but could also make the clients feel understood and appreciated. It has been said that emotion puts money into motion, so finding out what motivates individual clients is essential in today's market place.