Don's Monthly Newsletter: "So you want to gather more assets?" - February 2013
There is not a top Advisor in the world who became a top Advisor because of product knowledge. Top Advisors don’t have more product knowledge than other Advisors. They became great Advisors because they are remarkably likeable and people want to do business with them. Clients choose Advisors because of competence or likeability. The combination of the two is rare. It’s never crowded at the top. If you want to go where only Top Advisors have gone, do what they do. Hone your people skills, hone your conversational skills and get really good at what you do.