Every Supernova FA or team has a powerful tool to demonstrate value to clients, prospects and centers of influence. It is the surprisingly simple Supernova folder system. No…not the folder system from the dawn of manila folders; the bulging and beat-up pale yellowish tan flimsy paper ones. Not those folded, creased, and bent out of… Read more »
“Sometimes the questions are complicated and the answers are simple.” – Theodor “Dr. Seuss” Geisel Do you ever scramble at the last minute to get ready for an appointment that has been on your schedule for weeks? Despite your best efforts, some or maybe even all of your preparation is saved for the 30 minute… Read more »
The process of segmentation is more complex than some may initially assume. While some advisors and firms may advocate for simply dividing your book into categories based on revenue or assets, this approach is not true segmentation. At Supernova, segmentation involves identifying your ideal clients – those who will receive first-class, concierge-level service. These are… Read more »
To accurately gauge a client’s risk tolerance, financial advisors can rely on frequent contact through the 12-4-2 process. To review, 12 meetings (monthly) with four quarterly reviews of which two are in-person meetings. During those meetings you can incorporate the 24-month calendar and make your monthly agenda topic risk management. Be open with your clients… Read more »
An authentic Supernova practice is never stagnant and is always growing. However, it needs to be controlled, intentional growth. One way to do that is through thoughtful introductions by professionals that know your practice, know you, and introduce you to qualified prospects. As I said in the Supernova Advisor, referrals (introductions) are generated through a… Read more »
When you are announcing your new concierge practice to your clients you will have one of two conversations One will be for those clients who don’t meet your minimum and you are recommending they be sent to another advisor or the call center. For those clients that do meet your minimum but you suspect they… Read more »