Archives for August 2011

Monthly Archives: August 2011

My Practice Norm Trainor

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 su ...
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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 ...
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Dan Richards

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 a ...
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Dan Richards

Last week's article set out some guidelines for effective client meetings; among them the suggestion to adopt Stephen Covey's precept "Seek to underst ...
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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 ...
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Dan Richards

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 rethinkin ...
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Dan Richards

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 ema ...
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My Practice Norm Trainor

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 M ...
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My Practice Norm Trainor

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 ...
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My Practice

Last Friday, Jason Zweig of the Wall Street Journal Street Journal wrote about fear and anger as the two dominant attitudes of American investors toda ...
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Dan Richards

Recent events have escalated investor concerns about their portfolios. Given the market tumult, many advisors know they should be communicating with c ...
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My Practice

In my first three posts on our client engagement think tank, I set the stage for a discussion of a referral marketing plan. What we found in our round ...
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Dan Richards

Since bursting on the scene as a mass vehicle in the mid 1990s, the internet has leveled the information playing field between buyers and sellers. The ...
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Dan Richards

Clients have never been busier or more time pressed - and often have shorter attention spans as a result. That's why for larger clients who you meet w ...
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My Practice

Four steps to a top-performing team Last week I talked to an advisor who'd just hired his second full time assistant. Just five years into the busines ...
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