Newsletter for the Counter-Cultural Retirement Advisor
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Issue #549  |  May 11, 2026
Greetings,
 
Welcome to this week's Advisor Training newsletter. Our goal is to provide training, education and insights for solo/independent Advisors who adhere to our client-first, counter-cultural, and sometimes counter-intuitive investment and business philosophy.
 
If you're not yet part of our AdvisorFirst Group but you'd like to learn more, you can schedule a chat with me.
THIS WEEK'S PRO-TIP

The Two Question Close

This is the most effective, simplest and least aggressive close I've come across in my 36+ years as a professional sales manager. Say it slowly and deliberately after you’ve presented your finished plan and your prospect has stopped asking questions.
“None are more hopelessly enslaved than those who falsely believe they are free.”
―Johann Wolfgang von Goethe
LAST WEEK's QUIZ

What are Nick Murray's Lifeboat Drills?
  1. Show historical performance of portfolio.
  2. Tell them 'it's going to be okay'.
  3. Sell them on superior management.
  4. Tell them to ignore the media.
  5. Show the 9 Facts about the market.
  6. Offer a 'better' investment.

Answer = Choice 5: Show the 9 Facts about the market.


Visit AFW S.2.19 - https://wiki.advisorfirst.org/securities/investmentprinciples/lifeboat-drills
BUSINESS MEMES

Michael Paulding Thomas

Securities Principal & Advisor Development

 

Over three decades of training part-time and full-time financial advisors. Developed 2 $200k-earners, 10 $100k-earners, 15 part-time $50k-earners and built a $1.6M revenue sales force.

Securities offered through Innovation Partners, LLC. Member FINRA/SIPC