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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Advisor Perspectives
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. …
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 …
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 …
Reevaluating Your Investment Philosophy
Every advisor, myself included, has an investment philosophy from which all investment recommendations are developed. Advisors will regularly reevaluate their …
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 …
Successful Networking for Introverts
Before we know it, the first quarter of 2016 will be behind us. If you are not on track to …
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 …
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 …