There are times when certain terminology sounds right and times when we know it isn’t for us. As a coach, I am always looking for language that works. My basic philosophy is “do what works.” I believe that Rob Knapp is right when he urges FA’s to use the term “concierge–sized practice.” Business Week gave… 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 »
What do you say when someone asks you, “What do you do?” Too many of us give a very poor response, which goes something like, “oh, I work for _____________ firm. I am a financial advisor.” While that may be accurate, it certainly is boring. Very few people come over to us when they hear… Read more »
In his first meeting with a client while going through the Supernova coaching program, one of our FAs explained the refinements he was making to his practice. Among other things, he told the client how important Centers of Influence would be for introductions. To his great surprise, this client (his largest client and a doctor)… 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 »
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 »