To accurately gauge a client’s risk tolerance, financial advisors can rely on frequent contact through the 12-4-2 process. To review, 12 meetings (monthly) with four quarterly reviews of which two are in-person meetings. During those meetings you can incorporate the 24-month calendar and make your monthly agenda topic risk management. Be open with your clients… Read more »
The 12-4-2 client contact system includes eight “Touch Base” phone calls during the year. One of the questions we are frequently asked by the advisors we coach is, “What do you talk about?” Here’s one topic: In every city there is at least one newspaper that will have a financial section, a section on health,… Read more »
During the market decline of 1997, only 20% of the Investment Advisors surveyed called their top 100 clients. The reason they gave (75%) was putting out fires. Why did that happen? Lack of discipline? Focus? I don’t think so. From my book cover and other blogs you have learned that I am a Naval Aviator…. Read more »
Steve Long and Andy Reiss, Supernova There are five distinct principles of the Supernova process that every advisory team must embrace to be fully immersed in improving their business. Those five principles of Segmentation, Organization, Acquisition, Planning and Leadership are all essential to improving the client experience and improving the overall success of the business…. Read more »
We have all had to face this difficult situation with a client. You discover that they are clearly spending well beyond their budget. They have no apparent means of replenishing their principle, but they continue to spend in spite of your advice. What do you do? When I would visit an office in my District,… Read more »
Do your clients need to know more about Social Security? There are 3 simple steps an advisor can follow to help their clients realize their maximum benefit: Know Your Benefit Understand Your Options Determine A Path To Maximize Your Benefit This pamphlet from Principal Financial Group will help you explain how to get the most… Read more »