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Wrash View Drop Down
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    Posted: Jan/16/2018 at 10:10pm
Hey everybody! I'm currently working for a wirehouse in the Pacific Northwest and will be entering production next month, and I have been licensed since last summer. As my initial production month approaches, the nerves are starting to really set in, which is why I would like to join this online community.

As far as my background, I am a recent college graduate approaching my mid 20's. Studied finance and knew I wanted to pursue a career in financial services. Easily the youngest guy in the office by at least 10 years. I would say that my age is what I am most worried about heading into production, but I would be curious to hear what you all think about age being a factor. Ultimately, I intend to prospect with a shotgun approach, especially at first, but I would like to make cold calling my primary lead generator. I know I am about to be thrown to the sharks, so I am excited to be able to contribute and discuss the industry with you all!
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D.H.K. View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote D.H.K. Quote  Post ReplyReply Direct Link To This Post Posted: Jan/16/2018 at 10:23pm
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Post Options Post Options   Thanks (0) Thanks(0)   Quote bc2051 Quote  Post ReplyReply Direct Link To This Post Posted: Jan/16/2018 at 10:48pm
Was your New Years resolution to post YouTube videos instead of links?
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Never trust a man with a pinky ring.
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Approaching your mid 20s...that's an interesting expression..
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Wrash Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 12:27am
D.H.K, thanks for sharing, awesome content. I liked what he said about first impressions and communication, I agree that both are paramount to getting over that age bias hump. I get caught up in the "I don't know everything, and that is probably evident to the client" mindset, which is something that is self confidence related and something I need to work on. Gotta remind myself Rome wasn't built in a day.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Wrash Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 12:29am
Fitness, I probably could have worded that differently but lately I've been trying to make 23 sound older, lol.
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D.H.K. View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote D.H.K. Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 12:48am
Originally posted by Wrash Wrash wrote:

D.H.K, thanks for sharing, awesome content. I liked what he said about first impressions and communication, I agree that both are paramount to getting over that age bias hump. I get caught up in the "I don't know everything, and that is probably evident to the client" mindset, which is something that is self confidence related and something I need to work on. Gotta remind myself Rome wasn't built in a day.

Your positioning... is to leverage your firm and their experience.  For client reassurance, it's not YOU that does it all, but it's about the best plan the FIRM can provide.

And then you turn it around... that the firm and their experience hired YOU.  They saw something in you - your education, your demeanor, your ambition to grow the firm... SOMETHING that impressed them enough to bring you on board to work for that firm - including bringing the newest and latest ideas in client planning because of your RECENT education.  (This may or may not be true, but I would make it a fun talking point - people want the latest ideas.)

So, the client needs to trust the firm, including the firm's experience and judgment in hiring you.


Edited by D.H.K. - Jan/17/2018 at 12:50am
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B24 View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote B24 Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 6:43am
Originally posted by Wrash Wrash wrote:

Fitness, I probably could have worded that differently but lately I've been trying to make 23 sound older, lol.


Tell clients "I'm 23 and 3/4". It sounds older than 23.
"If Bellicheat pulls that rabbit out of his a$$ with this kid at quarterback, I'll personally kiss his ring." - Sporsfreak, 09/20/16

"Jags/Vikes Super Bowl. Write it down" - Sportsfreak 01/19/18
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Post Options Post Options   Thanks (0) Thanks(0)   Quote BullishT Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 9:05am
Wrash I am close to you in age and position in the industry (not yet licensed.)

Here are a couple things I've picked up on this topic:

• The average age of advisors skews older, don't know the exact number but probably 50+. Your youth is an advantage, not a setback. 

• "Mr. Prospect, you mentioned you want to retire within 5 years. If your current advisor is close to your age, he might be thinking the same thing. I am young and have a long and productive career ahead of me. If you decide to work with me, I will be your advisor for life." 

• If you are on a team/have a senior advisor you work with: "Yes I am relatively new to the business, but my senior partner has over 30 years of experience in wealth management. The professor is grading my homework before I turn it in." 

• If prospect is a business owner: "Do you remember when you started your business? You got to where you are today because you were willing to put in the long hours and go the extra mile to outperform the competition.  Well, I'm just starting out in this business, and I can assure you I'm willing to outwork my competition to earn your business." 

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Post Options Post Options   Thanks (0) Thanks(0)   Quote gregsanberg Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 10:27am
I've been in this business working with clients directly since 23. I will be 34 in two months. Around $88MM total assets (RIA) and about $25MM I didn't take with me when I left a firm 5 years ago.

From my experience, I believe a team or being able to point to the "mothership" for the first few years can be helpful, but make the relationships sticky to you over time by building the relationship.

I wouldn't bring up much about your age, unless it's brought up. Then again point to total experience on your team, or the "mothership". Earn trust over time by overserving people.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Hacksaw Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 10:44am
Originally posted by gregsanberg gregsanberg wrote:

I've been in this business working with clients directly since 23. I will be 34 in two months. Around $88MM total assets (RIA) and about $25MM I didn't take with me when I left a firm 5 years ago.

From my experience, I believe a team or being able to point to the "mothership" for the first few years can be helpful, but make the relationships sticky to you over time by building the relationship.

I wouldn't bring up much about your age, unless it's brought up. Then again point to total experience on your team, or the "mothership". Earn trust over time by overserving people.

Great points.

Also I would add that if you can, grow a beard.  Like a good beard, not some pubes on your chin.  It will make you look older.
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Originally posted by BullishT BullishT wrote:

Wrash I am close to you in age and position in the industry (not yet licensed.)

Here are a couple things I've picked up on this topic:

• The average age of advisors skews older, don't know the exact number but probably 50+. Your youth is an advantage, not a setback. 

• "Mr. Prospect, you mentioned you want to retire within 5 years. If your current advisor is close to your age, he might be thinking the same thing. I am young and have a long and productive career ahead of me. If you decide to work with me, I will be your advisor for life." 

• If you are on a team/have a senior advisor you work with: "Yes I am relatively new to the business, but my senior partner has over 30 years of experience in wealth management. The professor is grading my homework before I turn it in." 

• If prospect is a business owner: "Do you remember when you started your business? You got to where you are today because you were willing to put in the long hours and go the extra mile to outperform the competition.  Well, I'm just starting out in this business, and I can assure you I'm willing to outwork my competition to earn your business." 



"The professor is grading my homework before I turn it in"???

Jesus that's fucking cringeworthy on a massive scale.

I bet the prof is bending over your chick before you're allowed to dip it in too, huh?
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missionshooter View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote missionshooter Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 12:05pm
I may be 23, but I have my life & health License and can shitslam your lifesavings into a Fixed Annuity and earn an 8% commission.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote BullishT Quote  Post ReplyReply Direct Link To This Post Posted: Jan/17/2018 at 12:54pm
Originally posted by Fitness1983 Fitness1983 wrote:

Originally posted by BullishT BullishT wrote:

Wrash I am close to you in age and position in the industry (not yet licensed.)

Here are a couple things I've picked up on this topic:

• The average age of advisors skews older, don't know the exact number but probably 50+. Your youth is an advantage, not a setback. 

• "Mr. Prospect, you mentioned you want to retire within 5 years. If your current advisor is close to your age, he might be thinking the same thing. I am young and have a long and productive career ahead of me. If you decide to work with me, I will be your advisor for life." 

• If you are on a team/have a senior advisor you work with: "Yes I am relatively new to the business, but my senior partner has over 30 years of experience in wealth management. Daddy always makes sure I bring his money or I get the hand." 

• If prospect is a business owner: "Do you remember when you started your business? You got to where you are today because you were willing to put in the long hours and go the extra mile to outperform the competition.  Well, I'm just starting out in this business, and I can assure you I'm willing to outwork my competition to earn your business." 



"The professor is grading my homework before I turn it in"???

Jesus that's fucking cringeworthy on a massive scale.

I bet the prof is bending over your chick before you're allowed to dip it in too, huh?

Fixed 
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