Something to remember in your next education and enrollment meeting.
Is there such thing as projecting too much success? Absolutely, according to The Wall Street Journal.
An amusing anecdote recounted in its “Say What?” feature finds it might be better to chuck the tailored suits for button-downs and khakis.
Advisor Tracy Burke was leading a widowed client through the firm’s investment philosophy when she offhandedly asked about Burke’s shoes. Taken back, Burke wondered about her mental state. However, the client soon cleared it up. It seemed her last advisor wore expensive alligator shoes, which immediately put her ill at ease and wondering if the advisor cared more about his own money than hers.
Luckily, Burke seemed to understand the importance of relatability—his smart, yet sensible, leather treads did the trick, and he got the business.
With more than 20 years serving financial markets, John Sullivan is the former editor-in-chief of Investment Advisor magazine and retirement editor of ThinkAdvisor.com. Sullivan is also the former editor of Boomer Market Advisor and Bank Advisor magazines, and has a background in the insurance and investment industries in addition to his journalism roots.
