• Don’t underestimate the financial grasp of your prospects or clients. Many advisors want clients with $1 million and up in assets, but they curiously underestimate these individuals’ ability to understand complex investments. This is a contradiction, because to get to this point, most of these people have had to pick up a fair amount of financial knowledge. And regardless of how much they know, there are far better ways to educate them than those used by most advisors. Typically, advisors try to impress people with how smart they are by inflicting endless data points on them, among other eye-glazing efforts to sign them. These abstractions are no way to create trust. Try taking investments out of this nerdy context and describe them using relatable metaphors. 

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