Want to Connect Better? Try Dan Arnold’s Technique
February 22, 2019 By Jon Henschen, ThinkAdvisor For deeper, longer relationships with clients and colleagues, advisors should take a cue from the head of LPL Financial. Since 2001, I’ve made over 60 due diligence trips to independent broker-dealers. What stands out are the firms that have the ability to connect, not merely point out their list of strengths. One particular broker-dealer president shared the humble beginnings of his firm. When he and a group of his colleagues felt that their broker-dealers weren’t addressing their needs, they formed their own. They intended to form a broker-dealer “by advisors for advisors,” anticipating that other advisors who shared their concerns would want to be part of that kind of environment. During our discussion, this individual showed vulnerability and transparency as he explained that “early on, we didn’t really know...