If you’ve clicked over to this letter then you’re obviously interested in taking your career to the next level. Let me tell you how I can help.
Platinum Access: Platinum Members have exclusive access to the complete, on-line library with past Webinar Replays. Download past webinars to your personal device and listen to Don and various guests tackle some of the biggest challenges and issues in the industry today.
Are you feeling pressure to discount your fees? Do you sometimes feel you have to apologize for your fees? Are you part of the race to the bottom? If so, you are not alone. Our industry loses billions in discounted fees every year.
It’s time to put your foot down. If you are truly adding value and you have a great service model, there is no need for you to apologize about charging a premium. The amount of money any one client pays you in fees is not going to change your life. It is going to change his or her life.
People spend money where they get the best experience. If every visit to your office is a five-star visit, you eliminate the need for people to look for another Advisor. You become the logical choice.
If people don’t feel you have more to offer than any other Advisor, of course price becomes an issue. If they feel you offer the best possible experience, with the best possible outcome, the fee issue becomes irrelevant. It’s not about the products. It’s about the journey and the final destination.
Please join us and never apologize for your fees again.
The greatest investing mistake of all is not starting. The second greatest mistake is not going all the way. Fear is the genesis of these mistakes. Fear is a bigger emotion than greed.
How, then, do you get people to commit and then stick to the plan?
You do it by lessening their focus on current events. You get them to focus on the results, not the process.
How many clients realize that since its inception in 1896, the Dow Jones Industrial Average has never gone to cash?
From the Korean War to JFK’s assassination to 9/11 to the war in Syria, the Dow has soldiered on. Through wars and recessions and stock market collapses, the Dow has climbed a proverbial wall of worry. This is a story your clients need to hear!
During the webinar you’ll also see my famous ‘Litany of Disaster’ PPT slides in sync with the audio. The ‘Litany of Disaster’ has been updated to include 2016 performance.
I’ll show you over fifty calamities that, at the time, spelled doom for the market. Yet every time the market went down, it came back. Every single time it came back, it set a new high. Yet people still lost money. Why? Because they don’t know the back story.
It’s up to you to learn this story and pass it on. Help your clients look away from current events and focus on the long term.