Archives for August 2011

Monthly Archives: August 2011

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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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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 ...
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