Javelin Marketing Blog

You have a slow month and you feel bad. Your manager indicates that if you did this or that, you would have done better. These reactions are misplaced because they assume that you can control your sales results. You cannot. You can only control your sales activities.
You cannot make a client buy, [...]

I see financial advisors who lose accounts and these losses are avoidable in most cases.
Even if you lose 5 accounts a year which could be avoided, that’s an additional 50 accounts you would have at the end of 10 years plus their referrals and their kids accounts, etc. In other words, knowing how to stop [...]

During the last several years, financial firms and professionals have become enamored with generating fees as opposed to commissions. The thinking goes something like this: let’s gather assets and then charge an annual management fee. This will insulate our revenue stream from down markets because we will have this continuous revenue. We have [...]

Many financial advisors have a knee-jerk negative reaction to a bear market. Securities firms commissions drop, brokers paychecks fall and the layoff of back office staff begins. This insanity repeats itself because brokers have failed to look at the underlying opportunities created by bear markets. In this article we will cover four of those opportunities.
You’ve [...]