Archives for April 2012

Monthly Archives: April 2012

My Practice Norm Trainor

  Challenging a prospect's thinking can sometimes involve asking him or her to think about something they would prefer to ignore. Matthew Dixon a ...
Comments Off on When Making Connections, Be the Challenger
Dan Richards

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 mak ...
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Dan Richards

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 ...
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My Practice Norm Trainor

  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 h ...
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My Practice

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 o ...
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Dan Richards

  When it comes to attracting new clients, many advisors look for new and different approaches. A common question I get asked today relates to ho ...
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Dan Richards

  How do you decide where to focus your marketing efforts? Conversations with advisors and a recent article have persuaded me that for many finan ...
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My Practice Norm Trainor

  by Shauna Trainor, Covenant Group The wide variety of social media websites means the web provides a marketing option that can fit any industry ...
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Dan Richards

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 Lett ...
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Dan Richards

Canadians today have lots of financial concerns - some are worried about the prospects for the economy and their jobs, others about whether they can r ...
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My Practice Norm Trainor

  by Anthony Lam, Covenant Group Never underestimate the power of a client recommendation. When the people with whom you've built business agreem ...
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Dan Richards

Many advisors have ambitious goals for their businesses. Perhaps you want to achieve dramatic growth in assets, build presence in an especially attrac ...
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My Practice

  by Stephen Wershing, The Client Driven Practice One thing preventing us from getting more clients is our unwillingness to take their advice. Su ...
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My Practice

  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 w ...
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My Practice

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 re ...
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