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What Today’s Aspiring Advisor Must Learn

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Advice delivery is also evolving. Younger advisors are embracing technology to host virtual meetings, where they chat with clients on the phone or via webcam. Of course, the personal touch still matters. Even students in internships can benefit from connecting with clients, said David Demming, an advisor in Aurora, Ohio. “It is trite but true: Trust is not handed to you, it is learned,” he says.

Meanwhile, young planners should study psychology, according to Rianka Dorsainvil, head of advisory firm Your Greatest Contribution, in Washington, D.C., who spoke during a recent TD event.

Dorsainvil works with clients through video sessions, reading their body language for signs that they’re internalizing the concepts they discuss as they work toward their financial goals. “You’re helping clients change their behavior,” she says.


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