Are you missing your chances for quick wins?
Do you make client acquisition too hard? Sometimes your best prospecting opportunities are right in front of you. But you miss them. You make things harder than they need to be. But when you have a repeatable system, you find quick wins. Opportunities to let your most obvious prospects know that you’re open for […]
Are you getting measurable results from your LinkedIn efforts?
Should I use LinkedIn to build my business? I regularly hear this question from advisors. Some have never tried it. Some have given it a sporadic effort. Others have spent money on automated programs that don’t work. My answer is always the same…”If you do it right, you’ll get results.” And that’s why I […]
Is your story memorable, repeatable and referable?
Where are you today? Does your business stand out from the crowd? Or are you guilty of “me-too” marketing? Let’s talk…I’ll call you. We’ll spend 15 minutes talking about your business during a fast track session. I’ll show you how to use the AUM250 Roadmap to build a memorable, repeatable and referable story. Click here […]
3 Key Steps to COI Success
It almost goes without saying…Centers of Influence (COIs) who send you a steady flow of high quality referrals are invaluable. Whether they’re other professionals, networkers, or just folks who want to help you succeed, they can introduce you to the “right type” of clients. Yet most advisors report COI relationships that are inconsistent at best. […]
Do you get in the way of your own referral opportunities?
Today’s installment is about “Mr. Advocate” and how to get out of your own way. I coached a financial advisor. We’ll call him Jay. His star client was one of the most respected businessmen in town. Moreover, he was giving Jay referrals right and left. Major issue. Jay did NOT follow-up on a single one. […]
Does your future client pipeline match-up with your growth goals?
Back in 1984 Bert sat in the corner cubicle, the best seat in the bullpen. He was opening new accounts with machine like efficiency. Sitting right next to the scrolling ticker, Bert had a bird’s eye view of the stock market. I was a jealous rookie. Everyone knew Bert was going to make it big. […]
You’re An Advisor, But Are You An AUTHORITY?
Hi. Rob Brown of Encore Partners here. I have a question for you: Are you an authority? You know, I bet you are. I bet the way that you take care of the unique set of clients that you work with makes you an authority. It makes you referable. But the truth is, most advisers […]
Treat Top Prospects Like Clients
They may forget what you said, but they will never forget how you made them feel. -Carl Buechner During a recent coaching call, one of my financial advisor clients relayed a major prospecting disappointment. He had been working on a 7 figure IRA Rollover with a “humongous prospect” for a number of years. When the […]
8 Simple Questions to Help You Calculate Your Goal for New Relationships
A few months back, one of my coaching clients unexpectedly announced that he needed to land at least 50 new relationships over the coming 12 months to hit his goals. This new relationship target was more than double his total for the prior 12 months. And to reach this mark, this already successful advisor figured […]