Advisor Perfects Delivery Of Funny Story In Front Of Mirror, Determined Clients Will Like Him More From It

"The key is you can't rush the part where the waiter comes back," said advisor, rehearsing for an upcoming review meeting.

St. Louis-based Advisor Brad Kessler spent the week refining a seven-minute anecdote about a mix-up on a recent golf trip, which he plans to deploy during Thursday’s portfolio review with a retired couple. “You want them thinking ‘This is a guy I’d get a beer with!’” Kessler said, practicing a natural, spontaneous laugh. The couple, who have never shared any information about their personal lives with the advisor, will hear the golf story before any mention of their money or situation. Kessler reports the client relationship is “going really well.”