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Hard Lessons from a Lost Account

Wednesday, February 15th, 2012

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  chatting about what they’re thinking and doing. A couple of weeks ago I talked to an investor who had recently switched advisors – and who  provided an […]


Getting a reading on how clients feel

Wednesday, December 14th, 2011

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 ago I asked this client how he felt about his account and he said he understood that everybody was down and he was okay with it.” This […]


Bringing discipline to client portfolios

Wednesday, December 7th, 2011

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 and Mail highlighted two tools to overcome investors’ (and some advisors’) emotional reactions to market movements, creating the impulse to buy and sell at exactly the wrong times. The article quoted […]


Building a Values-Based Practice

Wednesday, August 17th, 2011

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 have thought about their values. A value is a thing or condition we consistently act upon to get and to keep. A value is a vector – […]


Free webinar – Using low-cost client lunches to build prospecting momentum

Wednesday, March 30th, 2011

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 using a series of low cost client lunches that advisors can host in their boardroom. You can listen to the webinar at the link below – there’s […]


The Power of Just “One Thing”

Wednesday, March 30th, 2011

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 emerge excited with a long list of possible initiatives and new ideas. That’s good news at one level – but also risks having advisors feel overwhelmed and […]


How to Consolidate Client Assets

Wednesday, February 9th, 2011

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 possible objectives, the one that comes up first most often is “consolidating accounts held elsewhere.” Wanting to do this is a good start …. The key question […]


Getting buy in to your recommendations

Tuesday, January 18th, 2011

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 words.” This speaks to the fact that we can talk to existing and prospective clients all we want about our recommendations, but a couple of well chosen […]


Turning service problems into opportunities

Tuesday, January 18th, 2011

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, something that was supposed to be sent slips through the cracks or a request wasn’t followed up on. Even small mistakes can be costly – they can […]


Putting the Right Team in Place

Tuesday, January 18th, 2011

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. Eric shares two qualities of top advisors. The first is high self-efficacy i.e. the desire to grow and become as much as you can be. The second […]