When an advisor decides to segment their book they are faced with difficult choices. They want to have more time to take care of their best clients but find it hard to give away the smaller clients due to a variety of reasons. Many advisors have gone into their book and identified their ideal clients,… Read more »
“Patience, persistence and perspiration make an unbeatable combination for success.” – Napoleon Hill Networking is an integral part of many financial advisors plans for growing their businesses. In fact, when I ask advisors to indicate their primary sources for acquiring new clients, invariably networking or some form of social prospecting is high on the list. … Read more »
How many times have you had a conversation with someone, perhaps even your spouse, child or friend, where later you both had a different understanding of what was said? Communication is one of the most difficult aspects of language. No matter what language you speak, subtle nuances can make a huge difference in meaning from… Read more »
How do you first create value when you are asking for referrals? One way is to make clients more familiar with your message. Explaining to a client that you give first class service to only 100 clients with 12 yearly appointments (once a month) 4 of those being quarterly reviews and 2 of those quarterly… Read more »
One client writes, “I have structured products in my client’s portfolios and I have to make calls for those. So does that count as my monthly Supernova call or do I have to make both? “ The answer is yes and no. The minimum level of service is a once a month touch with your… Read more »
During the last quarter of 2012 I had to navigate around the hospital/Medicare system with an aging parent who had a stroke. My parents are college-educated, intelligent, savvy people who had always assured my siblings and me that they had everything under control. Well, it turns out they didn’t. And the one person who has… Read more »