Articles

Kiss Practice Management Goodbye

Thu, 20 Oct 2016 15:18:00 +0000

Run your business like a business.

How to Speak and Be Heard in Affluent Circles

Thu, 06 Oct 2016 15:14:00 +0000

How to avoid being "that guy" who is always pitching.

Saying a Prayer for the Pretender

Thu, 29 Sep 2016 14:26:00 +0000

Following the 14 service commandments and reviewing them with your clients can keep you from feeling like you're a "pretender."

Everything You Need to Know About Fees

Thu, 15 Sep 2016 14:55:00 +0000

Here's what to say to clients (new and old) when they start talking about their fees.

Service Is the “New” Sales

Tue, 06 Sep 2016 09:30:00 +0000

There are four key components for transforming your current level of service into a marketing machine.

Are You Competitive Enough to Be Great?

Wed, 31 Aug 2016 15:38:00 +0000

Most elite performers are continually challenging themselves, consistently venturing outside of their comfort zone, and are never satisfied with the status quo.

Do You Want to Know the Secret of Elite Teams?

Thu, 18 Aug 2016 15:01:00 +0000

It starts with good planning and leadership.

Success is No Accident

Wed, 03 Aug 2016 18:09:00 +0000

Purpose, persistence, and patience are the qualities required for any financial advisor who is serious about becoming the advisor of choice amongst today’s affluent.

How to Avoid Socially Awkward Introductions

Wed, 20 Jul 2016 19:30:00 +0000

How do you make a personal introduction impactful? Simple. Invert your focus.

Millennials Rock

Thu, 07 Jul 2016 15:12:00 +0000

Despite the tsunami of advice telling them otherwise, too many advisors still think focusing on younger generations is a wasted effort. Here’s why they are wrong.

Are You “Sticky” Enough?

Wed, 06 Jul 2016 17:33:00 +0000

Telling a story that’s memorable and unexpected increases the likelihood that a prospect will open up.

Mixing Serious Business With Summer’s Pleasures

Thu, 16 Jun 2016 14:43:00 +0000

Weather does not prohibit financial advisors from mixing serious business with summer’s pleasures.

Are You Offering Financial Planning “Lite”?

Thu, 16 Jun 2016 11:00:00 +0000

Affluent investors want an advisor who will oversee the multi-dimensional aspects of their family’s financial affairs.

Thirteen True Differentiators for Financial Advisors

Thu, 02 Jun 2016 13:44:00 +0000

The following questions should help you peel back the onion and uncover what makes you different.

Your Clients’ Greatest Motivator

Thu, 19 May 2016 14:36:00 +0000

The greatest motivator of today’s affluent is the fear of loss.

The DOL’s Gift to Financial Advisors

Wed, 04 May 2016 18:39:00 +0000

As much as this DOL fiduciary ruling is a pain, embrace the reality and it becomes a rainmaking tool.

Research Cracks the CPA Referral Code

Wed, 04 May 2016 13:58:00 +0000

Elite advisors have invested the time, energy and resources to develop relationships with their COIs in a manner that is much different from that of the general population of financial advisors.

Five Astute Questions to Ask a Client’s CPA

Thu, 21 Apr 2016 14:59:00 +0000

Tax season is over. These CPAs have been running flat-out for months, and now is a good time to get face to face.

Are You Ready to Showcase to CPAs?

Thu, 07 Apr 2016 14:59:00 +0000

Would you recommend a restaurant without having eaten there?

Comparing Affluent Conversation Rules of Today to 1875

Thu, 17 Mar 2016 14:47:00 +0000

If you want to differentiate yourself in affluent social circles, paying attention to these 10 Affluent Conversation Rules is an excellent place to start.

The Prospecting Payoffs of Doing Lunch

Thu, 17 Mar 2016 09:00:00 +0000

A non-business lunch with an affluent client can get you personal introductions.

The Top Recreational Activities of Today’s Affluent

Thu, 03 Mar 2016 15:35:00 +0000

Our 2016 Affluent Research identified the top recreational activities today’s affluent clients enjoy.

Choose Your Words

Thu, 25 Feb 2016 10:00:00 +0000

To resonate with the affluent, be concise, conversational and confident.

Three Steps for Connecting With CPAs of New Clients

Thu, 18 Feb 2016 16:09:00 +0000

By applying these three steps with new affluent clients, not only will you be servicing them more comprehensively, you’ll be turbo-charging your financial advisor marketing plan.

Why Less is the New More

Thu, 04 Feb 2016 14:11:00 +0000

Many financial advisors have developed the bad habit of talking too much In the world of affluent sales – listening, really listening is the secret.

Five Social Media Blunders to Avoid

Thu, 21 Jan 2016 17:25:00 +0000

The following social media blunders to avoid are directed at financial advisors who are currently, or soon to be, using social media as a business tool.

Seven Top Financial Advisor Social Blunders

Thu, 07 Jan 2016 14:39:00 +0000

Social prospecting in affluent circles has ranked as the no. 1 most effective prospecting method for acquiring $1 million or greater clients -- which is why it’s the preferred marketing activity of elite financial advisors.

The Future of Wealth Management

Thu, 24 Dec 2015 11:10:00 +0000

Forward-looking advisors ought to embrace technology, engage with the next generation and adopt comprehensive wealth management.

Seven Subtle Tactics to Get People to Do Business With You

Thu, 17 Dec 2015 16:20:00 +0000

There are a number of subtle tactics that can have a remarkable impact on a prospect deciding to hire you.

Are You a Michelin '3-Star' Financial Advisor?

Wed, 02 Dec 2015 21:33:00 +0000

Every financial advisor should be striving to be exceptional in the eyes of their affluent clients and COIs.

Who Is the Lead Parent?

Thu, 26 Nov 2015 11:00:00 +0000

An easy way to understand your clients’ time constraints

An easy way to understand your clients’ time constraints.

Ten Steps for Transforming a Referral into an Introduction

Thu, 19 Nov 2015 16:09:00 +0000

The objective is to habitually seize the opportunity and facilitate a personal introduction. That said, you will also be educating your clients on the best way to advocate your services as a financial advisor in the future.

High-Impact Emotional Motivators that Drive Advisor Behavior

Thu, 05 Nov 2015 16:06:00 +0000

Taking a look at several motivating emotions that have a direct relevance to financial advisors and their client relationships.

Financial Advisors Rock

Thu, 29 Oct 2015 10:00:00 +0000

Affluent investors have confidence in you. You should too.

So You Don’t Think You Need a Social Media Presence?

Wed, 14 Oct 2015 19:27:00 +0000

Although word-of-mouth influence remains the key impact factor in decision making, the trend to search online is growing.

Does Your Financial Advisory Service Rock?

Thu, 01 Oct 2015 15:04:00 +0000

Make your service rock and you will continue to differentiate yourself.

Content Marketing in the Digital World

Thu, 24 Sep 2015 15:13:00 +0000

Overcoming affluent skepticism with useful, relevant information.

Ten Tactics for a Financial Advisor Attitude Adjustment

Wed, 16 Sep 2015 18:05:00 +0000

Make it a priority to control that of which is within your control, and make your top priority controlling your attitude.

The Self-Applied Pygmalion Effect for Advisors

Thu, 03 Sep 2015 13:44:00 +0000

When an “elite” manager pushes the right buttons, people can usually perform at significantly higher levels.

Your Brand is Digital

Thu, 03 Sep 2015 10:00:00 +0000

When was the last time you Googled yourself? If you haven’t lately, give it a go.

At What Asset Level Does a Person Need a Financial Advisor?

Wed, 19 Aug 2015 19:13:00 +0000

Where the next generation first receives their financial advice, is likely to be where they’ll get it in the future.

Flushing Support Personnel Inefficiencies

Wed, 05 Aug 2015 15:28:00 +0000

Years after Fredrick Winslow Taylor popularized the Time Study as a core component of scientific management, his concept still serves as a basis for performance standards.

Financial Advisor Blind Spots

Mon, 20 Jul 2015 10:00:00 +0000

Oechsli Institute research has uncovered some large perception gaps between advisors and affluent clients. Here are a few.

The Demise of the Sales Assistant

Wed, 15 Jul 2015 17:49:00 +0000

Sales assistants are long gone, now it’s all about financial advisors being able to consistently quantify, demonstrate, and communicate their value.

Independence Day Reading List for Financial Advisors

Thu, 02 Jul 2015 14:15:00 +0000

Whether it’s celebrating our country’s anniversary, Memorial Day, Labor Day, Thanksgiving, Martin Luther King Day – these holidays are more than the stock market closing – they are history speaking to us.

The On-Screen Advisor

Thu, 02 Jul 2015 11:00:00 +0000

In the not-too-distant future, every firm will allow their advisors to create video. Here’s how you can prepare.

The Financial Advisor Double A Rating

Wed, 17 Jun 2015 15:45:00 +0000

Attitude and activity – both within ones complete control – which means that every financial advisor can develop a Double A Rating.

5 Criteria to Address Before Onboarding a Junior Advisor

Wed, 03 Jun 2015 16:35:00 +0000

Most of the advice in the industry is centered on the qualities and characteristics to look for in a junior; little attention has been placed on what should be expected of the senior.

The Affluent Marketing Challenge

Thu, 21 May 2015 14:51:00 +0000

Tracking your marketing habits can boost your activity by 20 percent. Here’s a 30-day plan for doing so.

Financial Advisors: Are You Texting Clients?

Wed, 20 May 2015 16:09:00 +0000

Affluent investors are texting--but not with their financial advisor. Here's why you should text, and how to do it properly.