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 »
We are all very aware that recommendations may not work as described. The risk is there for even our most researched and carefully thought out sales. But they are sales. A wise man once said, “Investments are not bought, they are sold.” While there are certainly exceptions, we are all here because we are good… Read more »
The numerical phrase “90-6-4-2-2” refers to the Supernova acquisition model for advisors. The ‘90’ stands for the maximum of 90 active prospects you can have. That number is derived from having the same number of prospects as you do clients. For example, if you are a private wealth advisor with only 50 clients then you… Read more »
One of the advisors I was working with told me this story: “A client came in for a meeting and seemed very nervous and distracted. So rather than assuming it was the experience with me that was bothering him, I asked him if there was anything he would like to talk about before we got… Read more »
No matter where or when you are speaking to a group, always distribute an evaluation form to be completed and returned by the end of your presentation. You can have this form available and handed out as your guests enter the room or pass them out before you conclude; it depends on the size of… Read more »