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Personal Master Calendar: A Novel Marketing Idea

If you are among my regular followers, you know the value of having a master calendar for your business. This …

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How to Start Your Own Study Group

When advisors learn that I facilitate high-performance team meetings, sometimes called study groups, they want to know how to set …

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How to Conduct Effective Staff and Team Meetings

Many of my recent conversations with advisors have been centered on how best to conduct meetings with staff members. Today, …

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A Six-Step Plan to Track Prospects

It is less expensive and time consuming to keep an existing client compared to acquiring a new one. Therefore, much …

A Six-Step Plan to Track Prospects Read More »

Are You a Queen Bee? Do You Have Queen Bee Clients?

In an effort to better serve your clients, you may have read articles or had clients take quizzes to help …

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How to Organize Your “Stuff”

When advisors ask me to help them set up systems for their business, I put on my professional organizer hat. …

How to Organize Your “Stuff” Read More »

Successfully Evaluate and Reward Employees

In my previous article, I discussed the key steps for successfully bringing a new employee into your firm. Let’s now turn …

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A Plan for Developing New Team Members

Starting with a clear vision of your desired outcome and an honest evaluation of where you are will help you …

A Plan for Developing New Team Members Read More »

Developing an Effective Advisor Training Program

In a previous article, I wrote about the hiring process. Now that you have found a qualified candidate, how do you …

Developing an Effective Advisor Training Program Read More »

What to do When a Client Loses a Spouse

Unless you are brand new to the business, you have experienced the death of a client’s spouse or significant other. …

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How to Deepen Relationships with Centers of Influence

Building a reliable network of centers of influence (COIs) is one of the surest ways to engage with new prospects …

How to Deepen Relationships with Centers of Influence Read More »

Protecting Your Most Valuable Assets

For many advisors, their practice is their largest asset. As with most assets, it is essential to protect your practice. …

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Summer: The Best Time to Conduct a Technology Evaluation

The idea of evaluating and upgrading technology puts many advisors in a panic. There are so many options, and the …

Summer: The Best Time to Conduct a Technology Evaluation Read More »

How Advisors Should Work with Wholesalers

In my recent article on investment philosophy, I mentioned using your relationship with wholesalers to benefit your clients. Developing good relationships …

How Advisors Should Work with Wholesalers Read More »

Best Practices for Client Meetings via Webinar

Conducting client meetings through a webinar is a great value-added service. It is an upgrade from telephone meetings and a …

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Reevaluating Your Investment Philosophy

Every advisor, myself included, has an investment philosophy from which all investment recommendations are developed. Advisors will regularly reevaluate their …

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A 40-Step Plan to Bring on a New Client

Yes, my new client on-boarding process includes 40 steps. And many of the steps include sub-steps. There’s no need to …

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Successful Networking for Introverts

Before we know it, the first quarter of 2016 will be behind us. If you are not on track to …

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How to Create an Effective Introductory Packet

An impactful information packet is an easy and effective way to gain an advantage over your competition. It is especially …

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Some Not-So-Obvious Items to Include in Your Year-In-Review Letter

Here’s some important information for you to consider including in your client year-end letter: First of all, it’s not too …

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A Checklist to Make Your Office Stand Out

In July 2015, Dan Richards shared information on appropriate dress for client and prospect meetings. He stated that “what you wear will …

A Checklist to Make Your Office Stand Out Read More »

Business Planning Beyond the Numbers

It’s the time of year to develop a 2016 business plan. Many advisors believe the business plan consists solely of …

Business Planning Beyond the Numbers Read More »

A Disaster-Preparedness Checklist

Whether man-made or an act of nature, all businesses should be prepared for the unexpected. Here in the San Francisco …

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The Importance of Knowing Your Ideal Client

When I start working with a client, one of the first things they want me to do is help them …

The Importance of Knowing Your Ideal Client Read More »

Build Your Business by Being Charitable

One of the things I appreciate about working with advisors is your inclination to help others  – not just your …

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Are You Building a Harley Davidson Practice?

Harley Davidson is the only company I know of whose customers permanently tattoo its name on their body. What is …

Are You Building a Harley Davidson Practice? Read More »

How to Deal with Unresponsive Clients

We have all experienced the situation in which a client, for whatever reason, becomes unresponsive to our calls and emails. …

How to Deal with Unresponsive Clients Read More »

How to Develop a Fee Schedule

Too many advisors share a reluctance to charge what they are worth. That fear is both a philosophical and a …

How to Develop a Fee Schedule Read More »

How a Menu of Services Generates Revenue

Imagine this: You are meeting with clients, reviewing the action items for which they were responsible, when they say, “You …

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Financial Advisor Checklists To Enhance The Client Meeting Prep Process

Preparing for client meetings is one of those activities that, if done well, enhances the likelihood of a successful encounter …

Financial Advisor Checklists To Enhance The Client Meeting Prep Process Read More »

How My Firm Hires Great Employees

Even if I didn’t watch the news, I could tell you the economy is improving. My clients (financial service professionals) …

How My Firm Hires Great Employees Read More »

Manage Your Time More Effectively with a Model Week

Have you already given up on your New Year’s resolutions? Lacking the time to fit one more task on your …

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If Only Clients Came With Instruction Manuals

If you never have had a client relationship start off strong and then fizzle out, congratulations. For those of you …

If Only Clients Came With Instruction Manuals Read More »

Your Value Proposition: A Precursor to the Elevator Pitch

Every business should stand on four legs: values, a mission statement, a vision statement and a value proposition. I discussed …

Your Value Proposition: A Precursor to the Elevator Pitch Read More »

Create Mission and Vision Statements That Drive Your Business

We often hear that advisors should create mission and vision statements for their businesses. I agree, but with one caveat. …

Create Mission and Vision Statements That Drive Your Business Read More »

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