Archives for April 2012

Monthly Archives: April 2012

blueprint-2
My Practice Norm Trainor

When Making Connections, Be the Challenger

  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: Taking Control of the Customer ...
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danrichards
Dan Richards

Getting Prospects to Make Faster Decisions

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 really good meeting with a ...
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danrichards
Dan Richards

Fifteen retirement readiness tasks for clients

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 is a questionnaire that advisors ...
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Gears
My Practice Norm Trainor

The Art of the Client Apology

  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 make an effort to restore ...
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Speaking Narrow
My Practice

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

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 for this post was an ...
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danrichards
Dan Richards

A Prospecting Tip from J.P Morgan

  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 LinkedIn, Facebook and Twitter to ...
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danrichards
Dan Richards

Today’s Most Effective Marketing Tool

  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 existing and prospective clients is ...
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blueprint-2
My Practice Norm Trainor

Using Pinterest for Financial Services

  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 networks as a means of ...
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danrichards
Dan Richards

Template for a mid-year letter

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 as a template only, be ...
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danrichards
Dan Richards

Today’s Most Important Client Conversation

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 for them.For  those Canadians who ...
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