Advisory Boards

Are You Willing to be Accountable to Your Clients?

Wednesday, May 2nd, 2012

One thing preventing us from getting more clients is our unwillingness to take their advice. Susan Hammond, who conducts and blogs about customer advisory boards, posted a provocative question last week. She wondered whether some companies have avoided an advisory board because of the accountability involved. There is a big risk and assembling some of […]


Are You Willing to be Accountable to Your Clients?

Wednesday, April 18th, 2012

  by Stephen Wershing, The Client Driven Practice One thing preventing us from getting more clients is our unwillingness to take their advice. Susan Hammond, who conducts and blogs about customer advisory boards, posted a provocative question last week. She wondered whether some companies have avoided an advisory board because of the accountability involved. There […]


How to Design a Referral Marketing Strategy – Results from Client Engagement Think Tank, Part Four

Wednesday, March 14th, 2012

In my first three posts on our client engagement think tank, I set the stage for a discussion of a referral marketing plan. What we found in our roundtable discussion with advisors is that many do not target prospects particularly well, don’t use the target markets they have defined in their client onboarding process, and […]


Don’t Ask For Referrals – Ask For Advice

Wednesday, December 21st, 2011

Let me introduce you to the most powerful business building question I ever learned. The question was taught to me by Bruce Peters, my coach and mentor and my predecessor in doing client advisory boards for financial advisors. I have used it in many scenarios regarding many services. I have used it in sales presentations […]


The Benefits Of Being In The Learning Mode: Can You Hear Your Clients?

Wednesday, November 30th, 2011

The Benefits Of Being In The Learning Mode: Can you hear your clients? by Stephen Wershing If you want greater share of wallet and more referrals, periodically you need to be listening and acting on feedback. When it is time to receive that feedback, it is critical that you be in the “learning mode”. When […]


To Get Referrals, Your Clients Must Understand Your Target Market

Wednesday, November 16th, 2011

by Stephen Wershing, AdvisorChecklist.com When Andrew Sullivan, of Sullivan and Schlieman in Atlanta, formed his client advisory board, one of their top recommendations was to give each of them a card listing his services and accomplishments. Their request was “tell us how to sell you.” In a recent client advisory board I facilitated, the participants […]


How to Attract Referrals Systematically

Wednesday, August 17th, 2011

In my first three posts on our client engagement think tank, I set the stage for a discussion of a referral marketing plan. What we found in our roundtable discussion with advisors is that many do not target prospects particularly well, don’t use the target markets they have defined in their client onboarding process, and […]


The Advisor Your Clients Crave

Wednesday, May 18th, 2011

Stephen Wershing’s presentation asks some very important questions for advisors to contemplate. Great questions lead to great answers, and the last position you want to find yourself in, is with a prospective client sitting in front of you, thinking to themselves, “So what?” or worse saying it out loud. The objective of your client communications […]


The Conversation is the Relationship

Wednesday, May 11th, 2011

The number of referrals financial advisors receive from clients is directly related to how often they meet with clients and what they discuss besides their portfolio when they do. David Whyte, in works like his book The Three Marriages, makes a point about successful relationships. Two people talking about what they hope for, expect, and […]


How to Leverage a Client Advisory Board to Maximum Benefit

Tuesday, April 19th, 2011

How to leverage a client advisory board to maximum benefit by Stephen Wershing, The Client Driven Practice Client advisory boards are powerful business development tools. The successful advisory board leads to an increased share of wallet, more referrals, and more clients. Realizing the most benefit from your advisory board, however, depends upon following certain principles. […]