Big Fat IDEAL Client Lie

The big fat IDEAL client lie… “I only take on clients with a minimum of [FILL IN THE BLANK] in investable assets.” This minimum is usually too low. And then there’s a list of footnotes(1)(2)(3) to explain why this really isn’t a true minimum. Better known as excuses. (1) Makes me feel guilty for not […]

Play the video of YOUR success

 What’s holding you back? Sometimes we hold ourselves back. We don’t believe we deserve the great things we’re capable of achieving. But when you “play the video” of what success means to YOU, it has a way of happening. We unleash our real talent. This video lesson teaches you how to get started. If […]

Beware of the Foolishness of Marketing Wizardry

Stop it! If you think an expensive marketing gimmick is going to put you on a path to explosive AUM and revenue growth… You’re WRONG. I’ve seen it for years… …audio (then video) business cards …fake books (you just add your picture) …super-secret seminar packages The only thing good about those vanity pieces were the […]

Want to build a 100-million-dollar AUM (and beyond) business? Do this…

There’s a big difference between saying you want to build a 100-million-dollar-AUM business and actually doing it. Telling yourself you’ll eventually get to that level is not the same as reaching that milestone. This may sound obvious. But I talk to a lot of financial planners and RIAs who “talk” a good game. They “think” […]

The truth about financial advisor marketing…

When a financial advisor tells me: “My biggest problem when it comes to growing AUM is that I don’t have enough QUALIFIED prospects on my list.” They may as well be saying: “My biggest problem when it comes to growing AUM is that I’m not willing to put in the effort to fill my pipeline […]

4 Daily Success Habits to Live Like the Champion You Are

“I hated every minute of training, but I said, ‘Don’t quit. Suffer now and live the rest of your life as a champion.” – Muhammad Ali I love this quote. It speaks to the importance of preparation.  Focusing on the stuff you do when nobody else is watching. The routines that separate champions from wanna-bees. […]

Should you strike “fiduciary” from your vocabulary?

The word “fiduciary” makes my skin scrawl. Not because I think there is something wrong with holding advisOrs, advisErs, planners and RIAs to a “fiduciary standard.” But because it’s become just another word in the titular struggle to define what high-integrity financial professionals do for a living. In 2 words or less. Think about it […]

Passion, Purpose and a 4,200 Mile Bike Ride

My friend and client Ron stopped by my house on Sunday.  He was on a bike ride with his son and one of their friends.  But this wan’t your typical “drop in”.  These guys were launching a crazy 4,200 mile cross-country biking adventure. Starting just down the rode from where I live in Virginia, they […]

What do your clients really want?

Mr. Big didn’t call very often. More often, he didn’t have time for my calls. And I managed his money. All of it. An eight figure relationship requiring careful planning and attention. Complicated, challenging and rewarding. A dream client by most measures. Mr. Big was a great guy. I valued his business, his countenance, and […]

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