The Supernova client promise includes a commitment to a regularly updated financial plan. If you have not been running a planning based practice, it may take 6 to 12 months to put a plan together for those core clients you choose to have as part of your practice. This article outlines a simple process for… Read more »
We live in a busy world. Unless we take action, activity, both urgent and non-urgent, will fill every minute of the day. I will give you an example. In this example you have a three gallon bucket, a garden hose and three bricks. You turn on the garden hose and begin to fill the bucket. … Read more »
You don’t build a practice by denigrating your prospect’s current advisor. In Supernova we suggest you talk about what you do, demonstrate that you do it and let the prospect compare your brand with what they are now receiving. A great example is being in front of a prospect and asking the differentiating question, “How… Read more »
You walk into a meeting with a prospect. You are excited because you know this person is unhappy with his present advisor. You have your pitch book complete with both pie charts and bar charts. You know how you are going to start the conversation. In short, you are excited and prepared. You sit down… Read more »
I recently had a conversation with an FA who told me of bringing in a $13 million relationship. He said he had called on the prospect for five years. When I asked him how he managed to stay engaged for such a long period of time he told me that he really got to know… Read more »
A niche is a group of clients who have a common profession or common interest. Common professions are business owners and medical professionals. We have coached FAs who have a niche in “people who enjoy photography” and another who had a niche with deep water fisherman or baseball. When like to spend time with our… Read more »