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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 t ...
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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 ...
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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. ...
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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 ...
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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. ad ...
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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 ...
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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 ...
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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 e ...
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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 ...
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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 commi ...
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Dan Richards
Most advisors can identify people they know socially who they'd like as clients - for example long standing friends from universit ...
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My Practice
This month, many advisors are working on next year's business plans. For many advisors, these business plans will end up like a bl ...
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Uncover Hidden Assets With Financial Profiling
This article is a guest contribution by Steven Drozdeck*, author of The Mega Producers: Secrets of Financial Services Superstars t ...
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Dan Richards
These days, we’re all looking for ways to make the time we spend talking to clients  on the phone and in meetings more productive. ...
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Dan Richards
Advisors today are operating in a world that looks very different than twenty years ago. One of the most significant changes has b ...
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