The ravages of re-nationalization, downsizing, and rightsizing have created a resurgence of entrepreneurialism. This resurgence bodes well for the financial services industry. They are open to new ideas and realize that relationship-building is good for everyone's business. This creates, in their own mind, an openness that is not nearly as prevalent in the rest of the population. As a financial advisor, to benefit from this increase in entrepreneurialism, you first need to understand how entrepreneurs think and make decisions.
Entrepreneurs see things differently.
They respond favorably to people who they believe are like themselves. They are usually eternally optimistic and see opportunity where others see failure or despair. There have been great stories written about individuals who took a specific challenge or particular frustration in the marketplace and saw the opportunity within it. Entrepreneurs are often said to be risk-takers by nature. This is really less common than you would think.