Archives for August 2011

Monthly Archives: August 2011

Gears
My Practice Norm Trainor

The Most Important Word in Business

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, ...
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On Trust and Touch (Dan Ariely)

On Trust and Touch (Dan Ariely)

by Dan Ariely, Professor of Behavioural Economics at Duke University, and author of the bestselling book, ‘Predictably Irrational.’ Recent research (1) shows how physical contact can promote trust, even among complete strangers. Paul Zak, a neuroeconomist at Claremont ...
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danrichards
Dan Richards

The New Reality for Effective Client Communication

My column this month in Investment Executive dealt with a major change in what it takes to communicate effectively with a growing number of existing and prospective clients – and in particular focuses on the growing importance of ...
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danrichards
Dan Richards

The Best Way to Start Client Meetings Today

Last week’s article set out some guidelines for effective client meetings; among them the suggestion to adopt Stephen Covey’s precept “Seek to understand before seeking to be understood.” Meetings today have a number of objectives; to calm nerves, ...
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The Destructive Power of Financial Markets

The Destructive Power of Financial Markets

via Spiegel Online Speculators are betting against the euro, banks are taking incalculable risks and the markets are in turmoil. Three years after the Lehman Brothers bankruptcy, the financial industry has become a threat to the global economy ...
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danrichards
Dan Richards

The Importance of Personal Connections

Over the past few months, we’ve all read about “the new frugality” that has become part of our culture.As a result, many consumers have been rethinking their spending – with some surprising insights about the importance of personal connections in ...
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danrichards
Dan Richards

A Proven Way to Boost Your Response From Prospects

At a recent workshop, I was asked about whether advisors are more likely to get a response from prospects by leaving a voice mail or by sending an email. There are merits to both. Email is easy to ...
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blueprint-2
My Practice Norm Trainor

Giving Back and Paying Forward

The following is based on one of Norm Trainor’s clients, Walton Rogers. What does it mean to be in the top 1% of your profession? For members of the Million Dollar Round Table (MDRT), it means that you ...
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Gears
My Practice Norm Trainor

Is Your Focus Narrow or Broad?

In defining your business, there are a number of decisions you have to make in order to appropriately position what you offer. You can choose to have a narrow or broad focus to your business. By choosing a ...
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dan-r
My Practice

Why Investors are ”Mad as Hell” … and What You Can Do About It

Last Friday, Jason Zweig of the Wall Street Journal Street Journal wrote about fear and anger as the two dominant attitudes of American investors today; fear about their future and anger at those they see as responsible for ...
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