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 »
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 »
“There is more to life than increasing its speed” Mohandas Gandhi I don’t have to travel much for business, but when I do take a trip I think of it as an adventure. My time in airports, hotels and moving about different cities is a perfect opportunity for one of my favorite pastimes — people… Read more »
There is a saying among venture capitalist, “Ideas are cheap, it is the brilliant execution of the ideas that make people millions.” Steve Job’s brilliance was the execution of good ideas. Lots of people wanted a better phone, he brought it to market. Lots of people wanted a better service model, we created Supernova. It… Read more »
“Any jackass can kick down a barn, but it takes a good carpenter to build one.” – Lyndon B. Johnson A few years ago, during a follow-up coaching call, one of my clients told me she had just generated more business over an eight day stretch than she had done in her prior four months… Read more »