Archive for September, 2009
Today’s best use of 90 minutes
Wednesday, September 30th, 2009
Sometimes the most important messages we convey to clients aren’t the intentional ones.
Take the signal your office sends when people come for a meeting.
Ask most advisors what they want to communicate to existing and prospective clients and you’ll hear words like “professional”, “organized”, “disciplined”, “successful” and “client-focused.”
Those are certainly the right qualities, especially during times like these – but a stark contrast to what many advisors actually communicate. Just a few of the image killers I’ve seen in advisors’ offices:
- A reception area with magazines that are either too low end for the advisor’s client base or out of date
Tags: Andex, Area Walls, Coat Closet, Coat Hangers, Coat Of Paint, Coffee Table, Fresh Coat Of Paint, Globe And Mail, Globe Mail, Ibbotson Charts, Ikea, Jumbles, Motel Six, One Saturday, Overflow Storage, Prospective Clients, Reception Area, Side Tables, Stark Contrast, Storage Space, Wall Street Journal
Posted in Dan Richards | No Comments »
Advisors must help clients deal with debt
Monday, September 28th, 2009
Tags: Beneficiary, Commitments, Competitive World, Executive Committee, Importance Of Planning, Jonathan Williams, Leadership Positions, Mdrt, Norm Trainor, Person Concept, Pinnacle, Proper Perspective, Robert Zimmer, Select Group, Standard Of Excellence, Succession Plan, Succession Planning, Symbolism, What This Means, Younger Associates
Posted in Advisor.ca, My Practice | No Comments »
Celebrating Advice: The Bag Lady of Bay Street
Monday, September 21st, 2009
Tags: Advice, Bag Lady, Bay Street
Posted in Advisor.ca, My Practice | No Comments »
Warning: Antagonize Clients at Your Own Risk
Tuesday, September 15th, 2009
At one time, companies could antagonize customers with impunity – the worst that would happen is that they’d leave and perhaps tell a few friends.
Last year, a musician flying United Airlines had his guitar smashed by luggage handlers.
When his complaints fell on deaf ears, he retaliated with two hilarious and devastating You Tube videos, the first went viral with over five million views. The links are below; if you enjoy these, you may want to consider forwarding them to select clients.
There’s an important lesson here for companies – if you alienate customers, make sure they’re not musicians. United could not have bought publicity this bad if they’d tried.
Tags: Deaf Ears, Impunity, Luggage, Musician, Musicians, Production Values, Publicity, Risk, Target, Thousand Dollars, Time Companies, Tube Videos, United Airlines
Posted in Dan Richards | No Comments »
Responding to HNW fears of scandals
Tuesday, September 15th, 2009
Tags: Fears, Scandals
Posted in Advisor.ca, My Practice | No Comments »
The One “Key” Question That Will Set You Apart
Wednesday, September 9th, 2009
This article a guest post by Bob Burg, acclaimed speaker and author of the underground bestseller, Endless Referrals.
Imagine yourself as the prospect, hearing from numerous salespeople all interested in selling you their product or service, and all of them, talking incessantly about how theirs is best and can help you the most. You can almost see the dollar signs in their eyes, can’t you?
Most salespeople make it clear that – as my friend and master speaker, Nido Quebein says — they subscribe to radio station W.I.I.F.M. (the letters standing for “What’s In It For Me?”).
Tags: Bob Burg, Dollar Signs, Endless Referrals, Imagine, Nido, Radio Station, Salespeople, Underground Bestseller
Posted in My Practice | No Comments »
Articles you can send to clients (July 22, 2009)
Wednesday, September 9th, 2009
These days, so much press and much of the consensus are negative tilted and its hard to find some good articles that you could use to provide your clients with food for positive thought. Sometimes, its not strictly a matter of conviction, its a matter of keeping your clients talking. We found several articles that were positively balanced or motivated that might reinforce some of your discussions about earnings, Canada and its commodity complex, and where to go next (?).
First, on the subject of corporate earnings. Three bellwether stocks from the Capital Goods, Pharma, and Chemicals sectors may be a clue to an economic revival.
Tags: Acquirers, Amp, Array, Bellwether, Bloomberg, Canadian Resources, Capital Goods, Caterpillar Inc, China Petroleum And Chemical, China Petroleum And Chemical Corp, Chinese Companies, Cnooc China, Cnpc China, Corporate Earnings, Doing Business, Dupont, Dupont Co, Earnings, Economic Revival, Economy, Emerging Market Stocks, Energy Production, Estimates, Foreign Markets, Fund Acquisitions, Future Energy, Gas Business, Global Importance, Globe And Mail, Globe Mail, Impetus, Jobs, Margins, Merck, Mutual Funds, National Petroleum, New Money, New York Times, Offshore Oil, Oil And Gas, Oil And Gas Companies, Oil Patch, Pejorative Sense, Petroleum Corp, Positive Thought, Profits, Recession, Resources Sector, Sinochem, Sinopec, Sinopec China, Stock Funds, Surprises, Term Prospects, Three Cities
Posted in My Practice, articles you can send | 2 Comments »
Using a client review to increase revenue
Wednesday, September 9th, 2009
Posted in Advisor.ca, My Practice | No Comments »
Common advisor communications mistakes
Wednesday, September 2nd, 2009
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A five part conversation to rebuild market confidence
Tuesday, September 1st, 2009
The events of 2008 damaged investor confidence and trust in two important respects.First, many investors saw erosion in the confidence and trust in their advisor and financial institution.And second, many investors have become dubious about the long term merits of investing in the stock market.
For many clients, the top priority for advisors is to rebuild confidence and trust both in them and in markets.
After the tech wreck of the early part of this decade, many Canadians took a skeptical view towards high tech stocks generally and especially towards start ups.
Today, many Canadians are looking skeptically at ALL stocks.
Tags: Canadians, Dramatic Decline, Emotional Response, Erosion, Financial Institution, Financial Institutions, Five Elements, Investing In Equities, Investing In The Stock Market, Investor Confidence, Market Confidence, Market Turmoil, Merits, Productive Conversation, S Market, Skeptical View, Start Ups, Term Goals, Top Priority, Ups
Posted in Dan Richards | No Comments »
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