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Hard Lessons from a Lost Account

Hard Lessons from a Lost Account
Every couple of weeks for the past year and a half, I’ve taken an evening or a weekend morning to talk to investors – discussing their mood and ...
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Getting a reading on how clients feel

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Dan Richards
Recently I spoke to an advisor still agitated after a client had pulled his account.”What really annoyed me” the advisor said “is that just a couple of months ...
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Bringing discipline to client portfolios

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Dan Richards
In light of the events of the last nine months, investors and advisors alike are reexamining the process used to build portfolios. A May 25 in the Globe ...
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Building a Values-Based Practice

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

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Dan Richards
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 a simple approach to prospecting ...
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The Power of Just “One Thing”

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Dan Richards My Practice
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 to these – typically, advisors ...
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How to Consolidate Client Assets

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Dan Richards
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 ask advisors for examples of ...
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Getting buy in to your recommendations

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Dan Richards
I recently chatted with an advisor who complained of difficulty getting clients to buy into his recommendations. We all know the expression “A picture is worth a thousand ...
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Turning service problems into opportunities

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Dan Richards
No matter how hard we try to avoid them, it’s inevitable that on occasion clients will experience a service problem – a change of address doesn’t go through, ...
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Putting the Right Team in Place

Gears
My Practice Norm Trainor
The following is based on one of Norm Trainor’s clients, Eric Scott. The first thing that stands out about Eric Scott is his commitment to serving his clients. ...
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