Articles Published in March, 2012

Strategic Problem Solving or What’s The Cost of Losing a Client?

Wednesday, March 28th, 2012

  by Bob Simpson, Synchronicity Performance Consulting Every single day, we are faced with problems: Personal Problems Client Problems Business Problems Relationship Problems Financial Problems to name a few. In fact, as a financial advisor, you are in the business of solving problems. What is your process for solving problems? Strategic Problem Solving is a […]

The Art of Asking Questions (Beck)

Wednesday, March 28th, 2012

The Art of Asking Questions by Michael Beck Mastering the Art of Asking Questions is essential if you want to succeed.  It’s not simply a matter of getting in the habit of utilizing questions in your interactions with people.  It’s really about learning how to ask the right questions at the right time. Whether you’re […]

Personal Financial Workspaces for Your Clients or Stop Being Average and Start Being Remarkable

Wednesday, March 28th, 2012

  by Bob Simpson, Synchronicity Performance Consulting There is one undeniable truth about building a great financial advisory practice: The better you manage client relationships, the more successful your business will be. Unfortunately, you work in an industry that teaches you how to be average.  Management and compliance don’t want you to be different.  Sure, […]

Two words to get in front of prospects

Wednesday, March 28th, 2012

Even advisors who are successful in every other aspect of their business often struggle when it comes to getting meetings with prospects. That’s understandable at one level; people are besieged with demands on their time and many prospects are deeply skeptical about anyone seen to be trying to sell them something. At the same time […]

How to make clients recognize your value

Wednesday, March 28th, 2012

Over the past decade, consultants and speakers at conferences have told advisors that they need a distinctive branded process to differentiate themselves. As a result, a growing number have created a “unique process” to set them apart. Despite this, most advisors struggle to get clients to see their value. A recent roundtable lunch drove this […]

To Blog, or Not to Blog, That is the Question

Tuesday, March 27th, 2012

  by Bob Simpson, Synchronicity Performance Consulting For most advisors, maintaining a website and writing a blog is a major waste of time.  It takes a ton of work to set up a website and developing content is a major task.  Advisor websites tend to be glorified brochures that don’t attract much traffic, drive little […]

Emerging a Winner from a Period of Turmoil

Tuesday, March 27th, 2012

Today’s article focuses on what it will take for advisors to emerge as winners from the turmoil in which the industry currently finds itself. My December column in Investment Executive starts with the premise that a new breed of empowered customers and aggressive competitors have changed the rules of the game for most manufacturers and […]

Numbers Confuse, Information Empowers

Tuesday, March 27th, 2012

  by Bob Simpson, Synchronicity Performance Consulting Have you ever been in a meeting with another professional, like an accountant or lawyer, where numbers are flying through the air like debris in a tornado? How did you react? I’ll bet, at some point, you politely tuned out. Investment and wealth management are very numbers focused. […]

A Simple Method to Improve Your Clients’ Investment Performance

Thursday, March 22nd, 2012

There is a great article by Louis S. Harvey of Dalbar entitled Purpose-Based Asset Management. When I read this article, my initial reaction was that this simplified method would result in people walking out of an advisor’s office, climbing into the car and saying to his or her spouse: “Dear.  For the first time in […]

Seven Steps to Making 2012 a Breakthrough Year for Your Business

Tuesday, March 20th, 2012

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 […]