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Don's Monthly Newsletter: "Soft Skills Are Often the Deciding Factor" - March 2019 (AUDIO)

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Just like astronauts, Financial Advisors are well-trained and knowledgeable. They have the hard skills. Most are trained to do the same things the same way. And yet it’s that last hurdle that’s a killer; the panel of mom and dad. Average Advisors approach that last hurdle completely unaware of why they are chosen, or better yet, not chosen. The last hurdle is the most important hurdle. Mom and dad aren’t just deciding what to buy. They are also deciding who to buy it from. And that’s often what your competition doesn’t appreciate.

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