According to apparently everyone in the world, the stock market is overbought. So, obviously, we’re going to have a pullback at some point. If clients hear that enough, they’re going to get defensive. “I’ll invest after the market pulls back.” Veteran Advisors have heard that many times in their careers. What can we say in such an instance.

Here are four simple analogies you can use to make diversification easy to understand and remember.

Don’t focus on ever-changing current events. You’ll get frozen by indecision. Focus on the two things that never change: your clients always have goals and you need to make a living despite the current events.

Many soccer goalies and clients share an impulse. They feel they always need to be doing something, even when doing nothing will bring better results. Often, more money is lost in preparing for a correction that’s in the actual correction itself.

A rising stock market inevitably gets overbought. Overbought markets get the headlines and clients late to the party feel compelled to rush in after the fact. We must curtail the actions of clients who insist on looking in the rear view mirror. We need to focus their attention on where the stock market is going, not where it's been. Take a tip from Wayne Gretzky.
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Believe in the power of equity investing and tell this story with passion and enthusiasm. Teach your clients to focus on the destination, not the journey.
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The important risk is not the investment risk we undertake. The important risk is the risk that we might miss by not investing.
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Ruth, an FA in California, uses this analogy to help get her clients to invest when the market is down.
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Establish long term right from the very start. Don't turn back; we'll get through it.
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Stories to help you explain the difference between buying an equity portfolio and CDs.
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Its hard to get prospects to start investing so here is how to put it to them so they will understand it.
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David Gergan's take on politics and the market.
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Ignore the daily headlines. If you look at a chart of the Dow over the last 50 years it goes straight up.
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