Target Client

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 RegisteredRep.com last week, Kristen French enumerated some of […]


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 […]


To Connect, Communicate Solutions, NOT Methods

Wednesday, November 30th, 2011

People care less about what you do and more about what they get. When I asked advisors what they do, or what value they represent, too many describe the process they utilize and not enough describe solution they deliver. People won’t send you a referral because you have a customized financial planning process and evaluate […]


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 […]


To Connect With Prospects And Attract Referrals, Communicate Solutions – Not Methods

Wednesday, October 12th, 2011

People care less about what you do and more about what they get. When I asked advisors what they do, or what value they represent, too many describe the process they utilize and not enough describe solution they deliver. People won’t send you a referral because you have a customized financial planning process and evaluate […]