Courses

Segmentation: Why Segmentation

"Without segmentation there is no Supernova". You will be hearing this time and time again throughout this program. The Supernova model is based on client service termed 12-4-2. This is monthly contact with every client. Nine of those contacts are 15 minute non-sales calls, 2 of those meetings are phone reviews of 40 minutes and 2 of those meeting are one-hour, in-person reviews. You simply can't do that with 200 clients. That is where segmentation comes in.


Why Is Segmentation So Important?

By nature, human beings are hoarders. We work hard collecting our possessions and it is difficult and even emotional for most of us to relinquish them when they are worn out or have outgrown their usefulness. We make up all kinds of excuses to keep our stuff,

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What Exactly Are Butlers And Why Are They Important

When an advisor decides to segment their book they are faced with difficult choices. They want to have more time to take care of their best clients but find it hard to give away the smaller clients due to a variety of reasons. Many advisors have gone into thei

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Should You Be Running A Concierge Style Practice?

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.  Rob Knapp urges FA’s to use the term “concierge–sized practice.” What exactly does that term

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But I Can't Give That Client Away

“Without segmentation, there is no Supernova. . . . Segmentation of an unmanageable client load is not a best practice worth observing and adapting. It is an absolute. There is no other way to implement Supernova – no other way to succeed unless you can de

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Fewer Clients, More Focused Service Results In 20% Growth

It sounds counterintuitive doesn't it? I'm going to grow my business by reducing the number of clients I serve? And yet, that is exactly what happens with Supernova. Not only do clients benefit from being able to plan ahead and be

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Do You Have A GPS For Your Practice?

Roadmaps and directions from a supposedly knowledgeable individual are not quite as helpful as having ready access to a GPS system. But do you have a GPS system for your practice? Without a GPS system you can find yourself in places you do not want to be

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Congratulations - You completed PART 1 of Segmentation

Here are your goals for Part 1. Screen your client list and determine what percent of your revenues comes from a.) top 20%; b.) top 40%; c.) top 80%. Chose a hard minimum number of assets per client (this would be the average of all the cli

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