To win more respect with prospects and clients, learn how to handle their annoying emails better using my three-question email test.
The financial stress from starting a new advisory firm is no joke, and it sets up outcomes that are potentially disastrous for everyone involved. Here are six ideas for how to start an RIA firm today without living in poverty and having to eat cat food.
Hundreds of prospect meetings, down the drain – and all because I neglected doing this one simple thing. Here is a three-question prospecting survey that you must send out before every meeting with a new lead.
Whenever I talk to financial advisors about autism, the response I get is something like, “Sara, my clients are high net worth individuals. They are not autistic.” Well, think again.
Advisors are lacking when it comes to using the internet to spy on people. Start conducting reconnaissance, and then use these three techniques.
How much clearer would things look from the outside if advisors were willing to tell the whole truth instead of virtue signaling?
Advisors aren’t half as boring as their firm names convey. Read this article, and rename your firm using the process described.
The advisory profession is set up to encourage selfishness and greed. For that to change, compensation must change. These thoughts are radical, so take a seat before you read.
I found that starting a waitlist had unintended positive effects on my business. Here’s why you should do it too.
Should you include Clubhouse in your online marketing strategy for 2021? Here’s my breakdown.
I’m sick of the impoverished language that advisors use when trying to market themselves to business owners. Try these one-liners instead.
Everything you’ve been taught about elevator pitches is wrong. I’m here to show you a much simpler way.
There are times when you are called to advocacy. As a profession, this is one of them. Advisors are the stewards, the informed, the protectors, and if there is a force that stands between the next generation of investors and financial devastation, it is you.
The fundamental concept that you must understand about LinkedIn is this: It is not a meritocracy, it’s an attention-getting contest.
If you could send a one-line email and get a prospect’s attention, how would you do it?
To persuade someone to do something, you have to show them the positive opposite of what they are doing by using this one word.
If you feel like you sputtered around and never got what you wanted out of your marketing plan this year, here are three tips so you can rock 2021 like Eddie Van Halen.
I’m going to teach you how to communicate successfully with any prospect in two sentences or fewer.
My three-question test will let you see if your LinkedIn profile page stinks.
I hear from people all the time who slightly mess up a sales meetings: they get the time wrong, there is noise from pets or kids in the background, etc. But what if you royally screw up?
I can’t wait until the election is over so that these horrible election year clichés will disappear.
Here’s my take on the six worst pandemic clichés that advisors keep using, which are ruining their credibility.
If you get dissed and dismissed by a client you want back, follow these five steps.
Given the upcoming election, advisors are going to be hijacked into awkward political conversations with clients. Here are five ways to handle those cringey dialogues you just don’t want to have.
Any advisor who refuses to clearly present fees on their website cannot claim to be operating a transparent practice.
I’ve always been frustrated by the lack of clarity about what advisors earn. And then I did my own research…
Here are the red flags that your client is sneaking and creeping around with another advisor.
With more advisors turning to social media during the pandemic, your LinkedIn profile picture has to be killer. I’m going to start with some smile basics, and then I’ll describe specific types of smiles and how to pull it off.
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.
I’m doing some wild things to stir up my Zoom calls. These ideas may be too radical for you. But humor me, read on and let me know what you think.
I sat down and gave serious thought to how I could improve my appearance on Zoom.
With all this gloom and doom, can anyone crack a joke anymore? Did the world forget how to laugh? More than anything, that is what people need right now.
Ever wonder if you’re offending others on your Zoom calls?
When you hear, “Let’s talk after things settle down,” it is a stall. Here’s how to respond.
What should advisors do when their AUM fees fall? Here are my top five ideas, in order of least to most favorite.
In a world at war with the coronavirus, your worst enemy is the game your mind plays with itself.
Given the instability that the coronavirus has created, what I am going to say may sound highly unusual. This is a great time for financial advisors who can offer a higher level of service and deliver more to their clients. But how do you humbly and graciously communicate that without putting on “the marketing mask?”
I’m teaching my kids how to read books. But it’s just as important for them to know how to read people. The truth is communicated loud and clear through nonverbal cues; most of the time we aren’t listening.
It’s scrappy and humbling, but their phone is the one thing that people will run back into a burning building to retrieve. Bring cold calling back into your 2020 marketing!
Don’t look at me like I’m crazy – hear me out. TikTok in 2020 is what Instagram was in 2012. Here’s why you want to get there first.
An apology is a delicate thing. You get one chance, so don’t do it badly and embitter the person further. If you’re going to apologize, then say you’re sorry like you mean it.
Life is too short for a boring style. Eyeglass frames are a highly neglected aspect of your branding. Upgrade your eyeglass frames in 2020 and you’ll set yourself apart, give your look more personality and get more attention.
Below is an example of a one-page website for a hypothetical RIA firm, Blue Spruce Pine Elm Mountain Rock Advisors (remember how you advisors love to use nature words in your firm names). Clear, crisp, and to the point. Now that’s a welcome change, isn’t it?
It’s that time of year when inevitably people at the holiday party are going to ask you what you do for a living. Say arrivederci to the meaningless, awkward mish mosh you were taught in the past. Try these new, cool elevator pitch ideas.
Many of you are planning an office move or renovation next year. Here’s a morsel of advice as you dial up your Corcoran realtor: Get an office without a conference room.
I would derive such immense pleasure from lighting a match to the website of every single advisor in this profession and watching it burn down to the ground.
When I was an advisor, I had tremendous success meeting prospects while my kid was swinging on the jungle gym. Here’s the method to use to meet new clients while your kid is at soccer practice (or tennis, basketball, etc.)
Many of you read my article about the “70 deep model,” which explained the paradigm for a practice serving 70 or fewer clients with deep, high-touch service that commands a higher price. Here is how to develop those relationships.
Time has come for change. Let’s take a hard look at the abolition of silence, the role technology can play, our values and identity as a profession and who we allow to lead us.
I’d rather pierce my own ears than read another advisor-written economic update piece. Advisor economic updates stink.