Make 2013 Your Most Successful Year

Wednesday, November 7th, 2012

Make 2013 Your Most Successful Year by Sara Gilbert and Rosemary Smyth Year-end client reviews are around the corner, and so is your annual business review.  As you evaluate your 2012 goals and objectives and start planning next year’s, consider going back to basics: how do you position yourself to clients and prospective clients? “Verbalizing […]

Increased Value with Technical Overlays on Internal Research

Tuesday, October 30th, 2012

by Brian Livingston, SIA Charts In mid October, Bob Simpson, President of Synchronicity Performance Consultants and a regular contributor to Advisor Analyst, published an article entitled “Learn to Ride The Winners and Avoid The Losers”. This article is a follow-up to Bob’s article to give you additional information about how advisors across North America are […]

A Clear and Unique Value is Critical Because Everyone Wants to Eat Your Lunch

Wednesday, April 11th, 2012

Financial advisors are facing more competition from more directions than ever. With so much choice, there are more reasons now than at any point in the past why you must represent something specific your target clients want if you hope to attract referrals. In an article on last week, Kristen French enumerated some of […]

Strategic Problem Solving or What’s The Cost of Losing a Client?

Wednesday, March 28th, 2012

  by Bob Simpson, Synchronicity Performance Consulting Every single day, we are faced with problems: Personal Problems Client Problems Business Problems Relationship Problems Financial Problems to name a few. In fact, as a financial advisor, you are in the business of solving problems. What is your process for solving problems? Strategic Problem Solving is a […]

The Art of Asking Questions (Beck)

Wednesday, March 28th, 2012

The Art of Asking Questions by Michael Beck Mastering the Art of Asking Questions is essential if you want to succeed.  It’s not simply a matter of getting in the habit of utilizing questions in your interactions with people.  It’s really about learning how to ask the right questions at the right time. Whether you’re […]

Seven Critical Words to Share with Top Clients

Wednesday, December 14th, 2011

Successful advisors focus as much time as possible on talking to their top clients. Even in cases where advisors talk to clients frequently, there is one important sentiment and seven critical words that often get missed. Those seven words, incredibly simple to say but that often get overlooked: “You rank among my very favourite clients.” […]

A new approach to prospecting

Wednesday, May 4th, 2011

Recent conversations with investors and advisors have convinced me that we are in the midst of a significant shift in our business when it comes to how we attract new clients – something that will lead to the death of mass prospecting as we’ve historically known it. Replacing that will be a fundamentally different approach […]

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 […]

A lesson on managing expectations

Tuesday, January 18th, 2011

In early December, I had a first hand reminder that satisfaction isn’t driven by the absolute level of performance, communication or service – but rather the level compared to going in expectations. With an invitation to speak at a conference at Whistler on December 1, in October I decided to extend my stay for four […]

How One Advisor Wins New Clients

Wednesday, December 1st, 2010

At one time, getting a referral to a client’s friend or family member had a high likelihood of leading to that friend or family member becoming a client. Not quite a slam dunk but close. Today the world has changed in all sorts of ways. One of them is the number of cases in which […]