2019 Halftime Report
You can’t win the game if you don’t know the score. It’s almost halftime in 2019 and time to analyze your first half of the year. Unfortunately, many advisors continue doing the same things in the second half of the year as they did in the first but expecting different results. As I recall, Read More >
7 Strategies for Using a Book to Market Your Business
They say everyone has at least one book in them. You may want to find yours because using a book you’ve written to market your business is one of the most powerful tools you can have in your marketing arsenal. Think about it. What's more effective-- giving a prospect a business card or giving Read More >
Retiring FAs Need Time & A Plan To Transition Successfully
There’s a quiet crisis brewing among financial advisors and it has nothing to do with finding assets or compression of fees. It involves something far more personal-- succession planning. Recent studies show: Over one third of financial advisors plan to leave the business Read More >
Are You Making Any Of These 8 Costly Sales Mistakes?
You’ve probably never heard anyone say, “See that baby over there? He’s an amazing salesperson!” You’ve never heard it because the ability to sell is not something you’re born with. There is no such thing as a natural salesperson. Sales is a learned skill. Unfortunately, in a business that’s Read More >
How To Use The Japanese Kaizen Philosophy To Grow Your Business In 2018
We like things big—big money, big houses and big personalities. The bigger the better…except when it comes to change. However, the month of January is unique. It’s the one month out of the year that we allow ourselves to think in terms of big change. In fact, we even fill it with specific Read More >
The Systemization Point: Are You There & What To Do If You Are
Of all the pivotal moments in a financial advisor’s career, it is the Systemization Point that determines success, failure or mediocrity more than any other. As critical as this juncture is in a career, it often goes unrecognized, overlooked or sometimes simply ignored. Systemization Point: the Read More >
Do You Have a “Go-To” Qualifying Script?
Qualifying has always been a tricky business for advisors. For many, it’s right up there with asking for referrals on the awkwardness/uncomfortable scale. Regardless of whether you get new business primarily from referrals, events, networking or door-knocking, the earlier in the relationship you Read More >
How to Network Effectively
Networking, its primary objective and the successful methodology for accomplishing that objective, is often misunderstood. Although it’s considered a form of prospecting, the very nature of a networking relationship, and how that relationship progresses, is very different from other forms of Read More >
How To Identify & Target “Natural Prospects”
You hear a lot these days about identifying “buying personas” and marketing to your “ideal client,” but do you know who these people really are? If you ask most advisors to describe their ideal client, the standard answer you’ll likely hear is people with over a million dollars in investable assets Read More >
Build Your Influence Infrastructure Today To Reach Bigger Money Tomorrow
In the age of do-not-call lists and the inevitable demise of cold-calling, networking has become an increasingly more important prospecting tool for advisors. Unfortunately, the results advisors see from various networking groups is mixed at best. Some of this is due to advisors joining these Read More >