This is the first of a five-part series on my partner, Emery Kertesz. He died on January 29, 2021, at age 64.
The assumption that will kill your conversion rate is this:
There are many studies that provide aspiring leaders with sound guidance on how to manage your firm, and how to create a happy, collegial and productive environment.
We can learn a lot from Oprah Winfrey’s bombshell interview of Harry and Meghan.
The temptation to offer solutions for those facing a problem is overwhelming. Therein lies the trap for unwary advisors.
Those of us in the coaching business may be doing some harm, notwithstanding our good intentions.
It takes courage and humility to realize you’ve erred and to issue an apology. Don’t waste it by doing it in a way that negates your intent and may exacerbate the problem.
We can learn valuable lessons from T.J. Ducklo’s written apology.
The customary Valentine’s Day activities ignore the real issues many relationships face.
While your chances of winning an argument on any given topic are slim, there’s one situation where it’s non-existent. That’s when you’re confronted with a high-conflict personality.
Here’s how to avoid being misunderstood by a prospect or client.
In my third and last article in this series, I identify the two most powerful steps I’d like to see advisors take to get more clients.
This is the second in my series about what I’d like to see more and less of in 2021.
We have a lot to reflect on this year. Here’s what I’d like to see more and less of in 2021.
I’ve distilled what advisors have found most helpful into two critical, research-based, actionable lessons.
I divide advisors I meet into two groups. I can tell what type you are immediately.
I recently learned of a Chinese concept called “guanxi” that explains exactly why some advisors are more successful at building their client base and AUM.
Advisors are highly qualified, although few clients are capable of understanding the difference in your credentials. Does it matter?
It’s time to consider an entirely different approach to your process for converting prospects.
Thanksgiving is supposed to be a special day. The reality is different, but a daily, five-minute exercise can transform it into the experience we all want.
Presenting data is challenging, but sometimes advisors have to. Here is how to do it better than your peers.
There are three disastrous mistakes I see advisors make with Zoom calls.
The controversy surrounding wearing a mask boldly illustrates a pervasive issue for advisors and their clients.
I meet few humble advisors. Most are supremely confident in their knowledge of all things financial. This confidence is rarely justified.
We’d like to believe facts matter. In some situations, that is true, but I believe this quote attributed to Friedrich Nietzsche: “There are no facts, only interpretations.”
What if there was a simple, inexpensive, intervention that could reverse negative employee behavior and improve your bottom line?
You’ve been trained to believe the four most dangerous words for investors are: It’s different this time. I don’t agree. These four are more problematic …
I’m going to share exactly how we build videos for advisors, so you can replicate our process if you find it appealing.
Ruth Bader Ginsburg devoted much of her career to advancing women’s rights. Despite her heroic efforts to bridge the gender gap, much work remains to be done.
Here are five biases that may be lurking in your subconscious and influencing the way you assess men and women.
It certainly feels different this time. Acknowledging that difference will enhance relationships with your clients.
Before you work on a marketing plan, answer these 20 questions…
A leading psychologist explains why more women aren’t in leadership roles in financial services.
There’s an insidious form of discrimination that’s rarely discussed, but highly pernicious. And it’s incredibly difficult to overcome.
Ask yourself this question: Why do you trust someone? What is there about them that gives you that special feeling?
There’s a fundamental misunderstanding about creating trust. Too often, we conflate an air of confidence with building trust with a prospect.
Building trust with clients and prospects is the most important way to have lasting relationships. Find out what research shows on how people assess whether you are someone they can trust. Learn the important kinds of verbal communication and body language that open people to trusting you, as well as techniques that will help you better understand clients. Hear how other advisors have established their credibility and trust with clients. Get advice on how to conduct virtual meetings effectively. Ask questions about how to communicate with difficult clients and change the direction of those relationships.
Advisors are blissfully unaware of the risk inherent in their jobs.
Before engaging a vendor to help with your business, this is the first question you should ask…
I’ve always valued the wisdom of this quote attributed to Jack Bogle...
There’s a group of hormones that, when triggered, make us happy. Those chemical reactions make us feel really good. What’s the downside?
It started with an offhand comment from a developer I retained for a new website. He asked, “Do you want the website to be ADA compliant?”
This is your chance to ask three well-known practice management experts -- who also are among Advisor Perspectives' best-read columnists -- how they can help you with clients and other business issues brought on by the Covid-19 pandemic. They'll also share what they've been hearing from your peers about how the Covid-19 crisis has dramatically changed financial advisory practices. Don't miss this chance to get advice from these accomplished individuals.
The concept of a website is simple. Understanding its function, crafting a compelling design and implementing your plan is challenging.
Have you ever experienced a slow computer? The solution is often to clear the cache, which rids it of unnecessary data and permits it to function more efficiently. The same principle applies to your brain.
We have choices when we meet others, but most people aren’t aware of them.
I had a recent experience when I became a client and experienced what it was like to be on the other side of the table. It taught me a lesson about fees.
You don’t control the spread of COVID-19 or the timeline for when an effective treatment or vaccine will be available. You can control your expenses.
I’ve had three experiences with vendors seeking to assist with my new book. Check out the stories. They illustrate the need to adapt and be flexible.
The pandemic has profoundly changed our lives, sometimes in unexpected ways. I wanted to share some of my personal experiences with you in the hope you might find them useful.