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 […]
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. […]
The Best Advice You Can Get About This Dangerous 3 Word Phrase
Hi. Rob Brown of Encore Partners here. When I get on the phone with potential clients sometimes and talk about what we need to do to help them move their advisory practices to new levels of success and I give them an idea, one of the common reactions I get is, “You know, Rob, that’s […]
Is This The “Hidden Hurdle” That’s Stalling Your Growth?
Hi. Rob Brown of Encore Partners here. I want to talk with you about something I think is vitally important, and missing big time in a lot of advisors’ practices, and it’s having a big goal, a real purpose for running your business. You see, it is so easy to say that you do this […]
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 […]