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The One Thing That Makes Prospects Choose You Over Other Advisors
- by: Hank Berkowitz
- August 19, 2026
1 CommentIf a prospect is deciding whether to choose you or another financial advisor who is just as credentialed, experienced and geographically convenient as you are, why would they pick you? Most financial advisors still can’t answer this basic question! My friend Randy Shattuck, founder of The Shattuck Group told me that’s because most high-net-worth (HNW)
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The Dog Days of August Already Came and Went
- by: Hank Berkowitz
- August 13, 2026
According to the calendar, we’re less than half-way through the hazy, lazy dog days of August. Traditionally it’s “Out of the Office” (OOO) season when everyone is on vacation, packing to go, or still reliving the great time they had at the beach, sailing on the lake, or traveling abroad. But if you think you
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This vs. That — and Why You Should Care
- by: Hank Berkowitz
- July 14, 2026
Here’s something that might be quietly undermining your credibility as a thought influencer without you even realizing it. I admit, I sometimes get tripped myself. I’m talking about those seemingly harmless words: “this” and “that.” Not to bring back painful memories of high school English, but most of you are in the financial world. Knowing
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What AI Thinks About AI for Professional Writing
- by: Hank Berkowitz
- May 18, 2026
As with so many parts of modern life, artificial intelligence (AI) is disrupting professions that rely on the written word. Some people think it’s amazing. Some think it’s overhyped. And some think it’s a dangerous job killer that will reduce humans’ ability to think and communicate for themselves. I’m not sure where I stand yet,
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From March Madness to Investing: Why Behavioral Biases Derail Us
- by: Hank Berkowitz
- March 24, 2026
Whether your Final Four picks include Blue Chip mega-caps (Duke, Michigan and Kentucky), or low-cap growth stocks (High Point, Cal Baptist and Prairie View A&M) behavioral biases are on full display when tens of millions of Americans fill out their NCAA men’s basketball tournament brackets. March Madness is not just a three-week basketball-palooza. It is
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Is It Better to Be Published or Quoted?
- by: Hank Berkowitz
- February 12, 2026
P.T. Barnum, the iconic 19th century showman liked to say: “All publicity is good publicity.” That may be true. But I can’t tell you how many financial professionals contact us wanting to do “PR” for them. “We have such a great XYZ, but no one has heard of us,” they lament, assuming media outlets should
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Test Drive Resolutions Now Before Committing in 2026
- by: Hank Berkowitz
- November 30, 2025
As humans, we’re not very good at keeping promises to ourselves. Take New Year’s resolutions. Year after year we tell ourselves this lie: “After the Holidays I’ll get my fitness/finances/waistline/relationships back on track.” And what happens? Our resolutions stall out after a few weeks and the sting of regret hangs in the air like wet
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Why Write a Book?
- by: Hank Berkowitz
- October 22, 2025
Now is the time of year when financial professionals start planning and budgeting for 2026. Many of you have told me you’re “finally ready to buckle down” and write the book you’ve been contemplating for so many years. That’s great. Contrary to what you might think, people are still reading plenty of books even in
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You Can Never Be Too Clear
- by: Hank Berkowitz
- June 10, 2025
Early in my career I worked in business development. I once asked my boss if I was following up too often with a prospect. Her answer: “If I was being too aggressive the prospect would let me know.” I feel the same way when it comes to clarity in your writing and communication. You can
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Are You Forgetting ‘For Example’ When Writing and Presenting?
- by: Hank Berkowitz
- May 19, 2025
One of the great things about our business is that we get to work with some of the smartest minds in accounting, wealth management and estate planning. But all too often the “curse of knowledge” trips them up when they’re writing, presenting or being interviewed. Having encyclopedic knowledge of your subject area has many benefits