Archive for January, 2010
Faceoff: Consolidated reporting
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
The Psychology of Persuasion (Robert Cialdini – Audio Presentation)
Wednesday, January 27th, 2010
Robert Cialdini, Professor of Psychology at Arizona State University, and the foremost authority on the subject of influence and persuasion, gives a fascinating and worthwhile speech on the psychology of persuasion and about his latest book, Yes!: 50 secrets from the science of persuasion
Click play to listen:
Engaging, connecting, reasoning and persuading citizens is a vitally important role for any public communicator. Indeed, influencing others is a crucial factor in any organisation’s success, be it a commercial institution, local authority or elected government.
Tags: 1 Million, Arizona State University, Arizona University, Array, Audio Presentation, Citizens, Colleagues, Commercial Institution, Dr Robert, Foremost Authority, Goldstein, Human Decision, Influence Science, Influencing Others, Local Authority, Main Images, Noah, Princeton, Psychology Of Persuasion, Robert Cialdini, Scientific Processes, Steve Martin, Uc
Posted in My Practice | No Comments »
Focusing on Prospect Hot-Buttons
Wednesday, January 27th, 2010
Last week I talked to a recent entry to the business who has been spending several hours a day cold calling business owners in his community – and earlier this year made a change in his approach which has paid big dividends.
Prior to that, his focus when calling business owners was to try to get a meeting to discuss their financial situation, with a view to identifying possible tax saving opportunities.
Fighting discouragement
Tags: Accountant, Bad News, Business Owner, Business Owners, Cash Balances, Change In Direction, Conversations, Currency Risk, Discouragement, Dividends, Financial Situation, Foreign Currency, Hot Button, Hot Buttons, Investment Advice, Last Spring, Marketplace, Promises, Rbc Dominion Securities, Something Concrete
Posted in Dan Richards | No Comments »
Stress your value when talking to clients
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
Help determine client priorities
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
Advisors need sales friendly disclosure documents
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
How to cope with challenging clients
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
Keep elderly clients in mind
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
Celebrating Advice: The advisor evolved
Wednesday, January 27th, 2010
Posted in Advisor.ca, My Practice | No Comments »
The Most Important Word in Business
Wednesday, January 27th, 2010
When I give a presentation, I often start out by asking the audience the following question: “If you had to choose one word that is critical to the success of a business, what would that word be?” Typically, people will respond with words such as “motivation”, “planning” or “innovation”. Obviously, all of these words are important elements in the success of a business. However, if I had to choose just one word, it would be momentum. We learned in high school physics that momentum = mass x velocity. For our purposes, in business, mass is comprised of the people working in the business, the capital invested in growing the business and the utilization of technology to foster growth. Velocity is the rate at which the business grows and the direction in which it is moving.
Tags: Audience, Choose One, Elements, Greatest Challenge, Growth Trajectory, Growth Velocity, High School Physics, Innovation, Mass X, Momentum, Motivation, Next Sale, Norm Trainor, People Working, Percentage Of Entrepreneurs, Perception, Predictable Manner, Profitability, Share Price, Time Terry, Twenty Years
Posted in My Practice, Norm Trainor | No Comments »
A lesson on managing expectations
Wednesday, January 27th, 2010
In early December, I had a first hand reminder that satisfaction isn’t driven by the absolute level of performance, communication or service – but rather the level compared to going in expectations.
With an invitation to speak at a conference at Whistler on December 1, in October I decided to extend my stay for four days to ski. Given notoriously unreliable snow conditions that early in the season, there was a good likelihood that the skiing would be marginal – but decided to take my chances.
A first hand experience on the ski slopes
Tags: Absolute Level, Conference Attendees, Good Fortune, Hand Experience, Invitation, Late November, Lift Ticket, Likelihood, Managing Expectations, New Snow, Performance Communication, Reminder, Satisfaction, Ski Resorts, Ski Slopes, Skiers, Skiing, Snow Conditions, Unpleasant Surprise, Whistler
Posted in Dan Richards | No Comments »
Seven steps to making 2010 a breakthrough year for your business
Wednesday, January 27th, 2010
Last week I hosted a round table lunch for a group of advisors.
A focus of the conversation was having started the year full of enthusiasm and ambitious objectives, two weeks later many already felt bogged down and had run out of steam.
The difficulty is that evening start with good intentions, we quickly get caught up in day to day demands on our time. Steven Covey wrote about this in his book The Seven Habits of Highly Effective People, when he talked about getting so consumer in things that are urgent in the short term that we fail to invest the time to deal with the things that are important in the long term.
Tags: Ambitious Objectives, Breakthrough Year, Business Focus, Business Step, Business Week, Ffffff, Good Intentions, High Impact, Impact Activities, Implementation, Invest, Lunch, Manageable Number, Minded Focus, Seven Habits Of Highly Effective People, Seven Steps, Steam, Steven Covey, Substantial Changes, Target
Posted in My Practice | No Comments »
Holmes-Winton: Debt’s not a dirty word
Thursday, January 21st, 2010
Tags: Dirty Word, Winton
Posted in Advisor.ca, My Practice | No Comments »
How do your clients refer to you (when you’re not around)?
Thursday, January 21st, 2010
Matt Oechsli writes in Registered Rep that suddenly affluent clients trust financial advisors, and asks, “how are you positioned to take advantage of that?”
- new norms have already changed the affluent client/financial advisor relationship
- the affluent do not blame their advisors for what has happened the last 12 months
- fewer affluent clients trust stockbrokers and insurance agents
- the financial crisis has forced financial advisors to dramatically increase their levels of knowledge based communications with affluent clients
Tags: 12 Months, Accountants, Affluent Clients, August 1, Facets, Financial Advisors, Financial Affairs, Financial Crisis, Financial Health, Financial Planners, Insurance Agent, Insurance Agents, Management Trust, Norms, Personal Finances, Registered Rep, Second Opinion, Stockbroker, Stockbrokers, Wealth Management
Posted in My Practice | No Comments »
Articles You Can Send Clients (November 3, 2009)
Thursday, January 21st, 2010
This week’s ‘articles you can send’ focus on 3 themes. First, Canada’s strength, particularly in the banking sector, and secondly, arguments for why a strong Loonie isn’t such a bad thing. Last week we featured David Rosenberg’s upbeat commentary on the dollar; there have been others, BMO’s Sherry Cooper has made strong arguments in support of the strong dollar. Finally, whether you believe we are in a bull market or bear market rally, we feature the Buffett acquisition of Burlington Northern, and the Dan Chung profile from Barron’s magazine, This Bull Isn’t Done.
Posted in My Practice, articles you can send | No Comments »
Three easy steps to effective networking
Thursday, January 21st, 2010
In the question period after a webinar I did yesterday for the U.S. advisor site Horsesmouth, one advisor asked about engaging prospects in conversation.”I’m not a natural salesperson and don’t feel comfortable talking to people I don’t know” he said. “How do you suggest I break the ice when I meet someone new?”
There are three keys to networking effectively when you’re in a setting where you’re meeting new people.
Tags: Club Lunch, Community Organization, Conversations With People, Cup Of Coffee, Effective Networking, Generics, Johnson And Johnson, Local Community, Prospects, Question Period, Rotary Club, Salesperson, Temptation, Three Easy Steps, Three Keys, Webinar
Posted in Dan Richards | No Comments »
Clients rate their advisors
Thursday, January 21st, 2010
Posted in Advisor.ca, My Practice | No Comments »
Don’t make friends with clients
Thursday, January 21st, 2010
Posted in Advisor.ca, My Practice | No Comments »
How advisors can convey value
Thursday, January 21st, 2010
Posted in Advisor.ca, My Practice | No Comments »
Survey finds investors eager to plan
Thursday, January 21st, 2010
Tags: Investors, Survey
Posted in Advisor.ca, My Practice | No Comments »
Updated Twice Daily - Click to Listen