Archives for April 2012

Monthly Archives: April 2012

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My Practice Norm Trainor

When Making Connections, Be the Challenger

 Printer-Friendly Version  Email This Article   Challenging a prospect’s thinking can sometimes involve asking him or her to think about something they would prefer to ignore. Matthew Dixon and Brent Adamson, who co-wrote the book “The Challenger Sale: ...
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danrichards
Dan Richards

Getting Prospects to Make Faster Decisions

 Printer-Friendly Version  Email This Article One of the biggest frustrations for advisors is the amount of dithering that prospects do – sometimes it feels like it takes forever for people to make a decision. Or you’ll have a ...
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danrichards
Dan Richards

Fifteen retirement readiness tasks for clients

 Printer-Friendly Version  Email This Article In May, U.S. insurer Met Life issued a 28 page report, quantifying where Americans stand in terms of their preparation for retirement. This readiness index measures fifteen tasks – attached to the report ...
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Gears
My Practice Norm Trainor

The Art of the Client Apology

 Printer-Friendly Version  Email This Article   by Anthony Lam, Covenant Group Sometimes, you or your employees will make mistakes. When a client feels his or her needs have not been met or have been ignored, it’s important to ...
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Speaking Narrow
My Practice

Technology Won’t Organize Us, it Creates a Greater Need to be Organized

 Printer-Friendly Version  Email This Article Technology was supposed to make our lives simpler, and it has – provided you have discipline and realistic expectations. One thing it will not do is organize our lives for us. The inspiration ...
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danrichards
Dan Richards

A Prospecting Tip from J.P Morgan

 Printer-Friendly Version  Email This Article   When it comes to attracting new clients, many advisors look for new and different approaches. A common question I get asked today relates to how to use social media and tools like ...
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danrichards
Dan Richards

Today’s Most Effective Marketing Tool

 Printer-Friendly Version  Email This Article   How do you decide where to focus your marketing efforts? Conversations with advisors and a recent article have persuaded me that for many financial advisors, the single best vehicle for communicating with ...
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My Practice Norm Trainor

Using Pinterest for Financial Services

 Printer-Friendly Version  Email This Article   by Shauna Trainor, Covenant Group The wide variety of social media websites means the web provides a marketing option that can fit any industry’s needs. Often, financial advisors shy away from social ...
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danrichards
Dan Richards

Template for a mid-year letter

 Printer-Friendly Version  Email This Article Below is a template for a mid-year letter to go to clients. Please make sure you read the accompanying post, Guidelines for An Effective Mid-Year Letter. Please remember that this letter is intended ...
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danrichards
Dan Richards

Today’s Most Important Client Conversation

 Printer-Friendly Version  Email This Article Canadians today have lots of financial concerns – some are worried about the prospects for the economy and their jobs, others about whether they can rely on their company pension to be there ...
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My Practice Norm Trainor

Using Customer Service as a Marketing Tool

 Printer-Friendly Version  Email This Article   by Anthony Lam, Covenant Group Never underestimate the power of a client recommendation. When the people with whom you’ve built business agreements trust you enough to not only continue the relationship, but ...
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danrichards
Dan Richards

A Breakthrough Strategy to Achieve Ambitious Goals

 Printer-Friendly Version  Email This Article Many advisors have ambitious goals for their businesses. Perhaps you want to achieve dramatic growth in assets, build presence in an especially attractive client segment or shift to a drastically different business model. ...
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Speaking Narrow
My Practice

Are You Willing to be Accountable to Your Clients?

 Printer-Friendly Version  Email This Article   by Stephen Wershing, The Client Driven Practice One thing preventing us from getting more clients is our unwillingness to take their advice. Susan Hammond, who conducts and blogs about customer advisory boards, ...
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Speaking Narrow
My Practice

Your Clients Don’t Like “Fee-Based”

 Printer-Friendly Version  Email This Article   by Stephen Wershing Advisors who don’t seek client feedback don’t know what their clients want, they know what the advisor thinks they should want. We all know that fiduciary is better than ...
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My Practice

A Passive Way to More Referrals with Golf

 Printer-Friendly Version  Email This Article A Passive Way to More Referrals with Golf As a former advisor, I can’t remember a time when I did not feel awkward about soliciting clients to make referrals. I found its easier ...
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