Relationship

What to Say When a Friend Doesn’t Want to be Your Client

Wednesday, March 13th, 2013

by Dan Richards, ClientInsights.ca Many great client relationships emerge from friendships. That said, some investors are uncomfortable working with advisors with whom they have close friendships – something I was  reminded of last week by an email from a veteran advisor in New York City with a question that many advisors grapple with – how […]


Recognize and Avoid Common Client Service Errors

Wednesday, November 28th, 2012

by Anthony Lam,The Covenant Group Managing client relations is a juggling act. Not only must you take care of all the details behind the scenes to ensure they receive their products – by facilitating services and keeping operations running smoothly – but you must also tend to the details and presentation to satisfy the client. […]


What Not to Tell Clients About Referrals – The Private Bankers Rule in Action

Wednesday, July 11th, 2012

  There’s no shortage of advisor coaches and consultants on how advisors should operate,  which means you have to be discerning about who you listen to. One expert whose articles I read with interest is John Anderson, Managing Director and Head of Practice Management Solutions for the SEI Advisor Network, based in Pennsylvania.  Recently, though, […]


Managing People: Lend Your Employees an Ear

Wednesday, June 13th, 2012

  by Norm Trainor, The Covenant Group As you continue to build your business, it will be necessary to delegate functions of the firm to others. However, if you do not manage the team well, items can fall through the cracks and your expenses can skyrocket without results improving or profits rising. What role do […]


Learn to Prioritize Your Clients

Wednesday, June 6th, 2012

by Norm Trainor, The Covenant Group Do you find yourself constantly scrambling just to keep up with all of your clients? Does it seem as though you’re fighting (and losing the battle) to deliver the level of service you promised at the outset of client relationships? Have you lost business as a result? Entrepreneurs who […]


How to Ensure Clients “Feel Valued”

Wednesday, May 2nd, 2012

Ask advisors whether they value their clients (especially top clients) and care about their future success and you’ll get funny looks wondering what you’ve been smoking. The answer is so obvious that the question isn’t worth asking. Ask clients the same question and the response is often quite different. Yes, their advisor would regret the […]


Reduce Your Vulnerability to a Market Downturn

Wednesday, April 4th, 2012

by Stephen Wershing, The Client Driven Practice Is the next market downturn your biggest vulnerability? It shouldn’t be. Many advisors lose clients when the market declines.  The most successful add clients.  Is the next bear a threat to your practice? If it is, how will you eliminate it? Jack Stack is recognized as an outstanding […]


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 […]


A “Wow” Experience Is Not Enough

Sunday, January 29th, 2012

We have been told that to attract referrals and clients, we have to provide a “wow” experience. But that’s just not enough on which to base a business development or referral marketing plan. Last week, I was discussing with an advisor his strategy for utilizing his client advisory board to generate referrals. During the conversation, […]


Discussion: What do you have to do (differently) to grow your business at 20% compounded annually?

Sunday, January 22nd, 2012

Advisor Collaboration is now a week old and we have attracted almost 60 members. This week, we are discussing a blog that we posted last week – “What’s The Compound Growth Rate Of Your Business and What’s That Costing You?” We updated our spreadsheet on this blog by adding a new front page to hide […]