I’ve been talking to lots of advisors eager to communicate their value to clients. It’s hard to create a successful brand. Even harder, the good old days are gone and what worked in the old days is gone too. Here’s the financial world of before: Limited – Access was limited to professionals Controlled – Activity
I had a great conversation recently with a seasoned CFP. We talked about coaching and practice-development programs. Both support advisor success, but deliver very differently. It’s like the difference between buying a fitness DVD and hiring a personal trainer. A good fitness DVD is filled with expert information and is appealingly concrete. You see
This week I had the privilege of hearing some magic words. A client offered tremendous praise and appreciation for our work together. We celebrated great success: happy and productive. It was wonderful for both of us! That got me to thinking about how my financial advisor clients have the same goal as I do. We
Money has less power than we think! McKinsey released new research on employees, money and loyalty. The results provide an important lesson for us today! They found 2/3 of all organizations have cut employee rewards. Sadly, most did not replace money and perks with other motivators. Big mistake! The research also confirmed that money is
I get asked frequently how to deal with upset people. The turbulence in the market over the last 2 years makes clients hyper-vigilant and edgy – challenge #1. Challenge #2 is that men and women tend to deal with emotions differently. Every man I know automatically does the wrong thing when trying to calm an
Fact of the Day: The Affluent Insights Quarterly just released the latest research on wealthy Americans (investible assets of $250,000 and more). Here are the key points and five opportunities they reveal: Fact: 44% of those surveyed work with an advisor – of those 81% are satisfied Opportunity #1: Great news! The wealthy are pleased
Encouragement is a wonderful thing. Spontaneous and unsolicited encouragement is beyond wonderful. It’s fantastic! Here’s my story of such a gift. Charles G.Read (http://www.linkedin.com/pub/dir/Charles+G./Read) read an article I’d written on reaching women clients published recently in a financial journal and promptly bought The $14 Trillion Woman. Upon reading the book, he sent out an
This week I was on the east coast with colleagues teaching Coaching Skills to leaders of a major wire-house, an initiative that has been going on for several months. This has been a challenge for the group. Like many in the industry they’re overwhelmed with daily urgency’s. They need business results and they need