Posts Categorized: Acquisition

How a COI Describes your Service Model

I was recently talking with a very good Financial Advisor.  I asked him what he asked COIs (Centers of Influence) to say to potential clients.  He gave me two answers: 1.  Could I give you a second opinion on your portfolio? 2.  Are you happy with your present advisor? I don’t believe either of these… Read more »

Can Your Clients Describe Your Service Model?

I was at a wedding last weekend and all the talk was about the economy and what people were doing to avoid the ‘big correction’ the media was predicting was coming this year. Except for one person. This woman listened to the other guests discuss taking their money out of the market, trying, most of… Read more »

I Hate Asking For Referrals

I hear it all the time.  “I hate asking for referrals”.  While I understand the comment I think the real issue is that FAs hate how they feel when they ask for referrals.  The basic feeling that most FAs have is fear.  The definition of fear is an unpleasant emotion caused by the belief that… Read more »

It’s Not Where You Work, It’s What You Do

“I had a discussion with an advisor last week about how to introduce himself to prospects. He would get introduced to someone and they would ask what he did. He would say, “I work at (and name his firm).” Why is that the wrong answer? It’s not about where you work, it’s about what you… Read more »

8 Things Baby Boomers Are Looking For In An Advisor

Every 7 1/2 seconds another American turns 65. This current generation of baby boomers has more wealth, will transfer more assets and is more thoughtful about financial matters than any other generation before or coming behind. Baby boomers, those born between 1946 and 1964, are the largest demographic group in American history. They’re coming your… Read more »

Redefining Service

There is a mistaken opinion that is as old as the model T but is still followed as if it were the latest idea. The thought is this – service follows a sale. This is a bad idea but too many are still acting as if it were true. Years ago Regis McKenna wrote, “Service… Read more »