Skip to main content

  • Home
  • Who We Are
  • Who We Serve
  • What We Do
  • Blog
  • Login
    • View My Plan
    • TD Ameritrade
    • Schwab
    • Utah 529
    • TIAA CREF
    • Upload Files
    • Virtual Meeting
  • Contact Us

    You are here

  1. Home
  2. Blogs
  3. Day 2: Afternoon TD Ameritrade Speakers

Day 2: Afternoon TD Ameritrade Speakers

Submitted by Grunden Financial Advisory, Inc on February 5th, 2010
  • Share on Facebook
  • Tweet Widget
  • Linkedin Share Button

Ricky attended the TD Ameritrade Institutional National Conference in Orlando and below are highlights from day 2 afternoon speakers and sessions. This includes sessions on the psychology of a sale and trying to read client’s minds.

The Art and Science of Sales
Jim Watkins, Consultant with Miller Herman, Inc.

What all clients are looking for:

  • To accomplish something.
  • To fix something.
  • To avoid something.

Clients psychologically follow a three phase decision making process:

  1. Understand (Cognitive Thinking).
  2. Generate (Divergent Thinking).
  3. Select best (Convergent Thinking).

“People buy (decide or select) for their own reasons, not for yours (the seller or provider).”

Book: The New Conceptual Selling, Robert B. Miller and Stephen E. Heimen.

Reading Your Client’s Minds
Kerry Johnson, Ph. D, International Productivity Systems, Inc.

Women buy:

  • 83% of consumer goods.
  • 62% of cars.
  • 52% of investment products.

Women want: Intimacy and rapport.
Men want: status and power.

Three things women hate in financial advisors:

  1. Giving advice without asking if they want it.
  2. Interrupting while she is talking.
  3. Advisors who don’t listen.

What women buy:

  • Protection for children.
  • Protection against disaster.
  • Long-term client relationships.

Women communicate: connection first.
Men communicate: credibility first.

Book: Mastering the Game, Kerry L. Johnson.

Ricky’s comment: If you’re getting the impression men didn’t fare too well in this session, you’re right! :)

Recent Blog Posts

  • 2018 D Magazine Selection
  • Quarterly Market Review (2018Q3): Total Cost of Ownership
  • Quarterly Market Review (2018Q2): E+R=O, a Formula for Success

Archived Blog

  • November 2018 (1)
  • October 2018 (1)
  • July 2018 (1)
  • June 2018 (1)
  • April 2018 (1)
  • January 2018 (1)
  • October 2017 (2)
  • July 2017 (2)
  • April 2017 (1)
  • January 2017 (2)
  • October 2016 (2)
  • August 2016 (2)
  •  
  • 1 of 6
  • ››

Contact Us

Don't hesitate to get in touch with us.
We would love the opportunity to become your trusted advisor.

Get to know us

Phone: (940) 591-9007
Fax: (940) 323-1166
Toll Free: (877) 305-4774

Email: info@grunden.com

515 South Carroll Boulevard, Denton, TX 76201

 Instagram_logo_2016.svg_.png

Get Directions

Click Here to Contact Us

logo1.png logo2.jpg logo3.jpg D_Best_2017.jpg

  • Sitemap
  • Legal, privacy, copyright and trademark information

© 2019 Grunden Financial Advisory, Inc. All rights reserved.

Website Design For Financial Services Professionals