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
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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
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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
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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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