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"Even at its highest level, this business is a simple one."
Don Connelly

Aviance Learning Center

Aviance Learning Center is a resource for Financial Advisors who want to know how to get to the next level.  It is a deep dive into the soft skills that make the great ones great.   How much you know counts for something.  Who you are counts for a lot more.  Clients aren’t looking for information.  Clients are looking for someone they can trust.  We focus on such topics as how to get an appointment, how to turn a conversation from chitchat to business, how to build trust and how to be a great storyteller. 

To get you started, I have created a library with video podcasts, focusing on the three qualities needed to take your business to the next level: 

The Be Brilliant at the Basics section focuses on:

  • How to market yourself
  • How to stand apart from the crowd        
  • How to become brilliant at the Basics

This section is all about building the right foundation.  There is nothing on earth more common than a talented, unsuccessful person.  Talent is useless unless it is developed into a skill.  And that takes a blue-collar mentality, a thorough mastery of the basics, a lifetime of practice and a love of the task at hand.  Celine Dion was not born a great tenor.  Celine Dion was born with a great deal of talent and the work ethic necessary to turn that talent into a skill.  The bad news is that it is really hard to master the basics.  The good news is that the basics never change.  You may adjust your gold swing in inclement weather or for a difficult lie, but the basics never change

The Soft Skills section focuses on:

  • How to create long-term relationships
  • How to motivate yourself and others
  • How to overcome the Curse of Knowledge

The vast majority of your success is due to that cluster of personality traits, social graces, communication, language, personal habits, friendliness, and optimism that characterize relationships with other people.  The purpose is to levitate above what has become our commoditized industry; to develop and stick to proper habits; to care more than clients expect you to care; to provide unparalleled service; to operate at peak efficiency every day and to speak in simple, easy-to-understand language.  In short, learn to do what most Advisors don’t do.

The Storytelling section focuses on:

  • Verbal competence
  • How to become a great storyteller        
  • Analogies and power phrases

I could have called this section ‘Say it so it makes a Difference.’  Here you will learn to tell stories and you will learn which stories and analogies to tell.  The goal is to teach Advisors how to make the unfamiliar familiar by creating and using stories and analogies.  The endgame is verbal competence.  Explaining our business in a clear fashion makes the listener feel smart, which in turn makes the listener like and trust the storyteller.  Everyone loves a great story and everyone loves a storyteller.  And great Advisors are great storytellers.  

At Aviance we know that if we want to succeed, we cannot be content to merely bring value to the relationship.  Every asset management firm is expected to bring value.  Our focus has to be on the added value we bring to the relationship. And the Aviance Learning Center is that added value.

Over the course of a long career, it has become obvious to me that getting to the next level for a Financial Advisor is not simply a case of working harder.  It’s a case of working harder doing the right things.  And those right things are not necessarily things we learned in training.

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(For Financial Advisor Professionals Only)