Do your prospecting results measure-up?
[Transcription] Simpler is better. And there is no place where this is more true than when it comes to adding new ideal clients to your practice. Than when you’re deciding how you will fill your pipeline with the right type of prospects who will help move your AUM to 50 million, 100 million, 250 million […]
What is your daily success formula?
[Transcription] Here’s the thing, you have a great idea. You know that if you get it right you’ll be able to operate your team with more efficiency, deliver a higher level of client service and really get your business growing. Depending on where you are today, you’ll move to 50 million, 100 million, or 250 […]
Does your pricing reflect your true value?
The attack on advisory fees has been rampant…and it’s escalating. Look no further than the DOL debate. Some say you charge too much. Others think advice should be free (or close to it). Still more want you to feel guilty for a making a great living. Bupkis!!! You save your clients a ton of money. You […]
How To Use Your Expertise to Generate Better Leads
They say “An old dog who refuses to learn new tricks shouldn’t be allowed to raise puppies.” I don’t remember who first said it, but it makes sense. Yes, there are always going to be new things to learn. There are always going to be new challenges to growth as you continue to build your […]
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. […]
How to Get 25 Referrals in Two Weeks
Early last year, I worked with an advisor who picked up 25 referrals over a two week period of time. Just by adding one new agenda item to the client review meetings he had already planned. He had only received about a dozen referrals in the previous year, so he was very excited. What was the […]
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 passion for your work really matter?
“Quit worrying so much about finding your passion.” Those words jumped out of an email I read this morning. The author was reminiscing at the anniversary of his business…which was very successful by any measure. That had me wondering. I have met this guy on several occasions. If you asked me if he had passion […]
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. […]