It almost goes without saying…Centers of Influence (COIs) who send you a steady flow of high quality referrals are invaluable. Whether they’re other professionals, networkers, or just folks who want to help you succeed, they can introduce you to the “right type” of clients. Yet most advisors report COI relationships that are inconsistent at best…. Read more »
It is important that you know how to describe your ideal client. Why? There are two reasons: 1. Doesn’t it make sense that you know what you are looking for? If you know what you want you have a better chance of finding it? You could waste a lot of time looking for oranges in… Read more »
There are those who are afraid of coaching. They know they need guidance but criticism in the past was not always helpful. There is a major difference in coaching and criticism. Coaching is about encouraging better behavior, practices and skills. Criticism is about finding fault and correcting specific actions, behavior or practices. Coaching at its… Read more »
Supernova is a planning based program to redefine the client experience. 12-4-2 is the model for exceptional client service. Having a planning based investment process means that your practice will address client needs directly and as specifically as the plan finds them. Plus, the plan means that you will have a guide for your client’s… Read more »
We conduct so much of our business on the telephone that our telephone technique must be continually reviewed and our etiquette double-checked. Here are 3 quick tips for all your team. Talk slowly—Too many of us rush our speech when on the phone. When you speak more slowly, the conversation takes on a new sense… Read more »
The business of financial services has been described in a number of ways. But one thing that is consistent is this-this is a business of relationships. In order to build the most effective relationships with our clients and provide the very best in financial services, planning has never been more important. In one of my… Read more »