Client Relationship

Deliver Common Services in an Uncommon Manner

Wednesday, October 24th, 2012

by Anthony Lam, The Covenant Group Although they may not realize it, the majority of companies are actually in the industry of client service – in comparison, their product offerings and sectors are minor details. The level of service that is offered in the forms of product quality, presentation, availability and client support is what […]


Securing Valuable Introductions

Wednesday, June 6th, 2012

by Matthew Asser, The Covenant Group The sales process in the financial services industry is more complex than in other sectors, as the ability to secure a deal is so dependent upon the personal understanding between the salesperson and the buyer. Entrepreneurswho are able to build momentum by using one strong client relationship to lay […]


5 Questions to Answer in Developing your Strategy

Tuesday, May 22nd, 2012

  by Norm Trainor, The Covenant Group 1. What is your Business Model? Great companies describe the essence of what makes them unique in a simple and compelling manner. For Walmart, it is lowest price. Walmart revolutionized retailing by focusing upon operational excellence. The firm does a better job of supply chain management than any […]


Using Customer Service as a Marketing Tool

Wednesday, April 18th, 2012

  by Anthony Lam, Covenant Group Never underestimate the power of a client recommendation. When the people with whom you’ve built business agreements trust you enough to not only continue the relationship, but suggest that their friends and associates do the same, entirely new markets and groups of prospects can become accessible. How do you […]


How a Two-Minute Phone Call Cost a Client

Wednesday, April 11th, 2012

Today’s article arises from a call from an advisor looking to salvage a client relationship. In August I wrote that when it comes to hearing from clients, no news is definitely NOT good news. Just because you haven’t heard from clients doesn’t mean they’re not stewing about the impact of market events on their portfolio […]


The Advisor’s Success Measure – A Profitable Client Relationship

Wednesday, August 10th, 2011

I continue to be surprised when financial advisors measure their success based upon the transaction value of a sale or client assets under management (AUM). Today, the measure of an advisor’s success is the profitability of the client relationship. Let me give you an example. Neil had been an advisor for 21 years, but had […]


You Missed a Great Conference!

Wednesday, May 25th, 2011

The CIFPs 8th National Conference Review By Marc Lamontagne, CFP, R.F.P, FMA This is my second consecutive year attending this conference and once again the agenda was PACKED. Each day began about 7:30 am and typically went to 6:00 pm, with dinner starting pronto at 6:30. You clearly earn your CE credits and receive your […]


How Referrals Happen

Wednesday, May 18th, 2011

How Referrals Happen When friends ask clients, not when the advisor asks by Stephen Wershing, The Client Driven Practice It is not true what you been told – you don’t get more referrals because you ask for more. In my work, I know that people refer not because they are asked to, but because they […]


How Often Should You Bring Up Referrals?

Wednesday, February 2nd, 2011

In a recent  roundtable lunch that I hosted with advisors, the question came up as to the right frequency with which to raise referrals with clients. Some advisors were hesitant on introducing the topic of referrals at all.  On the other hand, one advisor talked about a direct connection between how frequently he talked to […]