Archives for August 2011

Monthly Archives: August 2011

Gears
My Practice Norm Trainor

The Most Important Word in Business

 Printer-Friendly Version  Email This Article 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 ...
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On Trust and Touch (Dan Ariely)

On Trust and Touch (Dan Ariely)

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

The New Reality for Effective Client Communication

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

The Best Way to Start Client Meetings Today

 Printer-Friendly Version  Email This Article 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 ...
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The Destructive Power of Financial Markets

The Destructive Power of Financial Markets

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

The Importance of Personal Connections

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

A Proven Way to Boost Your Response From Prospects

 Printer-Friendly Version  Email This Article 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 ...
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blueprint-2
My Practice Norm Trainor

Giving Back and Paying Forward

 Printer-Friendly Version  Email This Article 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 ...
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Gears
My Practice Norm Trainor

Is Your Focus Narrow or Broad?

 Printer-Friendly Version  Email This Article 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 ...
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dan-r
My Practice

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

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

What to Tell Clients Today – Ten Tips for Effective Client Communication

 Printer-Friendly Version  Email This Article Recent events have escalated investor concerns about their portfolios. Given the market tumult, many advisors know they should be communicating with clients, but hesitate because of uncertainty about what to say and apprehension ...
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Speaking Narrow
My Practice

How to Attract Referrals Systematically

 Printer-Friendly Version  Email This Article 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 roundtable discussion with advisors is ...
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danrichards
Dan Richards

Prospering in a World of Vigilante Consumers

 Printer-Friendly Version  Email This Article 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 resulting shift in power to consumers has ...
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danrichards
Dan Richards

A Better Alternative to Face to Face Meetings

 Printer-Friendly Version  Email This Article 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 with regularly, you should consider replacing ...
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dan-r
My Practice

Four Steps to a Top-Performing Team

 Printer-Friendly Version  Email This Article 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 business and with assets of $85 million, ...
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