What is it that makes your practice distinctive, how are you and your team different from everyone else that your prospect has spoken to? What is it that makes you stand out from the crowd? Why should your prospects and referrals do business with you? It is not enough to talk about pricing, trading, research,… Read more »
People are always interested in improving their health. But there is so much misinformation out there it is hard to decipher what to do. One topic you can talk to your clients about during your 12/4/2 meetings is hiring a personal trainer – and then you can recommend the trainers your clients enthusiastically endorse. You… 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 »
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 »