During a consultation with a corporate client, I had the opportunity to lead a study group of five highly successful sales managers. We shared a number of ideas for helping advisors grow their practices. Gathering meaningful referrals was a frequent topic of conversation. One of the best observations of our half-day session related to the… Read more »
It has been published in research study after research study that advisors who continue to grow their practice had these things in common: The teams were proactive in contacting their clients, spending between 40 and 50 hours per week with clients vs 11 – 15 hours for the average. The resulting data showed the best… Read more »
You have heard it before: “form a team — it will help your business” and “teams make more money.” Bull! Unorganized, poorly managed teams can hurt productivity and your bottom line. Most FA’s take a productivity hit when they form a team and really never get the leverage from the team that they anticipated. Granted most… Read more »
Clients can be concerned when the markets have a correction. How can you reassure them and keep them from panicking and pulling assets from the market during these tough times and what are some actions you can take to retain existing clients? Schedule yourself for a ‘time out’ for 1 – 2 hours per day… Read more »