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Hard Lessons from a Lost Account

Hard Lessons from a Lost Account
 Printer-Friendly Version  Email This Article Every couple of weeks for the past year and a half, I’ve taken an evening or a weekend morning to talk to investors ...
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Getting a reading on how clients feel

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Dan Richards
 Printer-Friendly Version  Email This Article Recently I spoke to an advisor still agitated after a client had pulled his account.”What really annoyed me” the advisor said “is that ...
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Bringing discipline to client portfolios

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Dan Richards
 Printer-Friendly Version  Email This Article In light of the events of the last nine months, investors and advisors alike are reexamining the process used to build portfolios. A ...
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Building a Values-Based Practice

Gears
My Practice Norm Trainor
 Printer-Friendly Version  Email This Article The most successful advisors whom we have worked with have taken the time to really think about what’s important to them in their ...
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Free webinar – Using low-cost client lunches to build prospecting momentum

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Dan Richards
 Printer-Friendly Version  Email This Article Many advisors are struggling with a strategy to communicate with prospective clients.Last week, I conducted a webinar with U.S. advisor site Horsesmouth, outlining ...
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The Power of Just “One Thing”

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Dan Richards My Practice
 Printer-Friendly Version  Email This Article Since January, I’ve been conducting full day workshops to help advisors adjust their businesses to today’s new reality. I’ve had a terrific response ...
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How to Consolidate Client Assets

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Dan Richards
 Printer-Friendly Version  Email This Article In recent workshops, I’ve talked about the need to focus on one primary business goal for each key client you work with.When I ...
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Getting buy in to your recommendations

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Dan Richards
 Printer-Friendly Version  Email This Article I recently chatted with an advisor who complained of difficulty getting clients to buy into his recommendations. We all know the expression “A ...
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Turning service problems into opportunities

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Dan Richards
 Printer-Friendly Version  Email This Article No matter how hard we try to avoid them, it’s inevitable that on occasion clients will experience a service problem – a change ...
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Putting the Right Team in Place

Gears
My Practice Norm Trainor
 Printer-Friendly Version  Email This Article The following is based on one of Norm Trainor’s clients, Eric Scott. The first thing that stands out about Eric Scott is his ...
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Approaching people you know about working together

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Dan Richards
 Printer-Friendly Version  Email This Article Most advisors can identify people they know socially who they’d like as clients – for example long standing friends from university, other members ...
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Avoiding the black hole of business planning

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My Practice
 Printer-Friendly Version  Email This Article This month, many advisors are working on next year’s business plans. For many advisors, these business plans will end up like a black ...
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Uncover Hidden Assets With Financial Profiling

Uncover Hidden Assets With Financial Profiling
 Printer-Friendly Version  Email This Article This article is a guest contribution by Steven Drozdeck*, author of The Mega Producers: Secrets of Financial Services Superstars to Lead You to ...
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Thirty seconds to better client conversations

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Dan Richards
 Printer-Friendly Version  Email This Article These days, we’re all looking for ways to make the time we spend talking to clients  on the phone and in meetings more ...
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Communicating in a Sound Bite World

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Dan Richards
 Printer-Friendly Version  Email This Article Advisors today are operating in a world that looks very different than twenty years ago. One of the most significant changes has been ...
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