Last Monday

Turning Warm Leads into Meetings

Wednesday, October 24th, 2012

by Dan Richards, ClientInsights.ca Most advisors tell me that once they meet with prospects, they have an excellent success rate converting those prospects into clients. That’s why I got an exceptional response to last Monday’s article on how approaching friends and casual acquaintances about the possibility of working together, using a low-key technique called signaling. […]


How to Follow up with Prospects Without Feeling Like a Pest

Tuesday, May 22nd, 2012

In last Monday’s article, I talked about how client development has changed from an event in the 1980s and 1990s to a process today, and the critical importance of having a healthy pipeline of prospective clients as a result. Back in the 1990s, a pipeline was much less important. When you met with a prospect […]


The Information Sources That Persuade Clients

Wednesday, February 1st, 2012

The information sources that persuade clients In last Monday’s article, I made the case that today’s investors want more frequent, shorter contact. That means advisors should schedule regular short telephone meetings with their most important clients – say once a quarter for top clients. But for many investors that’s still not enough – some are […]


More Reasons You Don’t Get Referrals

Tuesday, November 16th, 2010

[Last] Monday’s article talked about three flaws in advisor thinking about referrals – here are four more misconceptions that stand in the way of referrals. Misconception 4: It’s all about satisfaction Your goal should be to have clients who are satisfied In fact: Research commissioned in 2009 by Vanguard and conducted by research firm Advisor […]


Two Compelling Articles to Send Clients

Sunday, September 19th, 2010

“I’m a huge bull on this country … we won’t have a double dip recession. I see our businesses coming back almost across the board.”  ….Warren Buffett, Berkshire Hathaway “GE is now finding it profitable to build manufacturing and service centers in the United States rather than overseas, because it is more competitive to do […]


Business planning for 2009: More lessons from a trek up Kilimanjaro

Wednesday, July 21st, 2010

Many advisors are using the holiday break to reflect on their business.In two columns last fall, I detailed ten lessons from a 2004 trek up Mount Kilimanjaro that might be helpful as advisors think about plans for the year ahead. Last Monday, I highlighted the first four lessons. Today, I summarize six more takeaways from […]


Talking to Prospects – Making Your Message Memorable

Wednesday, May 5th, 2010

Last Monday’s email focused on crafting a 10 second elevator speech to summarize how investors benefit from working with you. Today’s article moves to the next step. Suppose a prospect agrees to meet with you. Now you need to explain what you do and how clients benefit from your work in a way that’s engaging, […]