After working with hundreds of financial professionals to improve their digital presence, I’ve noticed some trends in what is and isn’t working to garner more engagement.
Here’s how to tell if your website is stuck in the past and, if it is, how to position it for success.
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.
To persuade someone to do something, you have to show them the positive opposite of what they are doing by using this one word.
I spend a lot of time studying about how financial advisors should differentiate themselves. But perhaps this is a waste of time for several reasons.
This is the second in my series about what I’d like to see more and less of in 2021.
Are you committed to using digital marketing to grow your practice in 2021? What’s the ideal path to convert a prospect into a client? If you don’t have a crystal clear strategy to convert prospects into clients, chances are you’ll end up spending more money, energy, and time than you ever should. Worse yet, you may end up “striking out” on developing new client relationships with rich opportunities. The good news? You can 5x your return on marketing spend by following a simple, proven strategy. It’s exactly what the top 25% of advisers are doing right now to move prospects from “cold to gold” - quickly.
Whereas commodity production had been a major economic driver in emerging markets, we think technology is now the leading force. Semiconductor advancement is the “new oil.” semiconductor companies are so far ahead of their competitors that supply is in fact a constraint—and therefore a major investment consideration.
We have a lot to reflect on this year. Here’s what I’d like to see more and less of in 2021.
I'm going to assess the state of the profession as we emerge, exhausted, from our tumultuous 2020 experience.
I’ve distilled what advisors have found most helpful into two critical, research-based, actionable lessons.
I rounded up the six key reasons your marketing strategy will fail in 2021 and how to avoid them.
I divide advisors I meet into two groups. I can tell what type you are immediately.
Broadridge recently released its second annual financial advisor marketing survey which revealed the contrasts between effective and ineffective marketers, as well as an expected move to digital due to the continued impact of COVID-19. This year’s survey also shed light on the lack of marketing strategy among advisors and in turn, dissatisfaction with marketing ROI.
Many investors have become unsatisfied with how their advisor chose to respond to the pandemic.
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.
Managers of VIX-informed strategies have nuanced understanding of volatility, utilizing it as a tool in all market cycles.
This mass exodus of breakaway brokers hasn’t happened, much to the chagrin of us prognosticators, and I know why.
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.
The number one thing stopping advisors from growing their businesses on social media is the lack of a strategy, not a lack of followers.
Advisors are highly qualified, although few clients are capable of understanding the difference in your credentials. Does it matter?
You don’t need the advanced training of an FBI field agent to spot the truth. There is a better way.
Collecting client feedback doesn’t have to be a complex process.
As a result of the coronavirus, the advisory business model has changed precipitously, with two key trends driving this transformation…
It’s time to consider an entirely different approach to your process for converting prospects.
What is the best way to redesign marketing materials to convey our message to a specific audience?
When we explore the specifics of an advisor’s business, there are commonly asked questions around the nuances between the SEC and FINRA.
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.
Here are four habits to incorporate into your daily routine that will trigger referral activity.
Here are the key characteristics that distinguish highly successful digital-marketing practices.
For the second consecutive year, Advisor Perspectives has been ranked as the electronic newsletter that is most-read by financial advisors.
Here are five growth opportunities that will help you advance your firm while the competition sits on the sidelines.
There are three disastrous mistakes I see advisors make with Zoom calls.
During the recent Advisor Perspectives Thought Leader Summit, two of the industry’s most respected experts shared their best practices and insights on growing and scaling your business with fintech solutions.
My three-question test will let you see if your LinkedIn profile page stinks.
While getting into a groove with your social media plan may take some trial-and-error, there are some crucial commandments to maximize your potential and reach.
Paying for qualified prospects from lead-generation services, can be profitable provided that the proper processes are in place to capture, follow up with, and nurture new opportunities.
The controversy surrounding wearing a mask boldly illustrates a pervasive issue for advisors and their clients.
Clients are surprised when I request copies of their tax returns. But when they see the process I use to save them money – tax “alpha” – they often wish April 15 came more often.
Virtually all advisors have the technical competence to construct a plan that will help a prospect. But most make a key mistake when they try to explain that plan, and it almost always causes them to lose the business.
Founded in 2018, Defiance ETFs is an ETF sponsor and registered investment advisor focused on thematic investing. Its suite of rules-based ETFs allows retail and institutional investors to express a targeted view on dynamic sub-sectors that are leading the way in disruptive innovations.
I meet few humble advisors. Most are supremely confident in their knowledge of all things financial. This confidence is rarely justified.
When it comes to reading things online, we have a selective attention span; this is why it’s so important to optimize subject lines in both blog posts and your email marketing.
Growth is cyclical – try, learn and progress. In an ideal state the process is – try and progress – you get it right the first time and never have to iterate. But the ideal state is unfortunately not realistic.
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.”
Today I am speaking with one of the advisory profession’s preeminent thought leaders, business strategist and success coach Stephanie Bogan. Stephanie is going to share her perspective on the value of coaching, some of her favorite lessons she has learned along the way as a coach and what it takes to really be Successful…in all aspects of your life, not just as an advisor.
I have much to say about referrals. For this article, let’s focus in on three of the biggest mistakes I have seen advisors make with referrals.
It seems like ages ago that our firms closed their doors and we scrambled to set up home offices. We weren’t sure what challenges lay ahead, and the market took our breath away in those first intense weeks. But while we don’t like having to cope with a disaster, human beings tend to do well in a crisis and to adapt quickly to massive disruptions.
Many of my clients have found success by focusing to serve a particular market or offer specialized services. Here’s why this works.
What do I do to raise my profile during this time of isolation?
We think that if we can just impress others with our smarts, charm, wit, worldliness, hipness, etc., it’ll blow people away and they will spread the word about how lucky they are to know us. Unfortunately, this self-centered approach isn’t effective.
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 …
An historic realignment of fiduciary advice has snuffed out 40 Act principles. The SEC, the coming DOL Rule, and CFP Board standards have rejected them. The realignment reveals a path of destruction – to the law, language and logic.
I’m going to share exactly how we build videos for advisors, so you can replicate our process if you find it appealing.
The pandemic has changed investor behavior. It has altered the qualities and services investors look for in a financial advisor.
I was recently told, “I love Medicare 101, but I’m ready for a Medicare ‘unhinged’ – the real stuff that advisors should know to the core and not all of the usual stuff we hear.”
Behavioral factors can significantly impact a client’s financial wellness. This executive brief focuses on four — Future Concept, Impulsiveness, Materialism and Financial Literacy — to provide insights into identifying and addressing each factor during financial coaching, which financial professionals can use to create the optimal plan for each client.
Ultra-low interest rates and a flood of private equity dollars seeking a decent return have driven the valuations paid in the M&A market to crazy levels, according to two of the most prominent acquirers.
Look for these five factors in marketing director applicants.
When you hear or see the word “threat,” it triggers you in some way. Associating that word with referrals will evoke a terrifying shiver. This is, of course, assuming you’re interested in wanting to acquire more referrals.
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.
Over the past few months, advisors and investors have been whipsawed by market movements and emotions have been magnified due to the pandemic. And while the term behavioral finance has often been discussed in the advisor world, the application of it into practice tends to lag.
Nature is our greatest teacher. After spending a couple weeks on a small lake in Vermont this summer, I saw how fishing provides a framework for prospecting – the process of finding and converting a lead to client.
Your social network may be an untapped and robust source for uncovering prospects. While you may be suffering from COVID-19 fatigue, we believe prospecting and having introductory conversations about the services you provide could be one of the best uses of your time.
Knowing your client lifetime value is essential, and it can guide the decisions you make in the course of your career.
Here are five biases that may be lurking in your subconscious and influencing the way you assess men and women.
Advisors must develop their softer skills so they can meet the needs of their clients with both compassion and empathy, all within an increasingly remote and virtual atmosphere.
How do the ultra-wealthy find financial advisors? What are they looking for, and how can your firm use that knowledge to cater to this hyper-specific audience?
It certainly feels different this time. Acknowledging that difference will enhance relationships with your clients.
My learning goal each year is to read at least 40 business-related, non-fiction books – the “stay at home order" has allowed me to read 63. So here is my eighth annual compilation of the ones I’ve read from September 2019 through August 2020.
Your chance of closing business with an existing client is 72%. Most of the income you make from any one client will be ensuing sales, not from the initial solution.
How do I keep my team working together effectively in this remote environment?
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.
I realized that it’s been so long since I started my NewsLetter, most of you won’t know its origins. To bring you up to date, here’s the intro to the first one.
Download Coach Through Biases - Yours and Your Clients' to learn how to reframe your client experience through ongoing engagement and conversations about risk — the risk of not meeting goals that is.
That's because when your clients think about risk, chances are they aren’t referring to technical terms like standard deviation. Coaching them throughout your relationship can help combat emotional decision-making and maximize the likelihood of achieving success.
Recently, I released a comprehensive fee survey that was designed to test what, exactly, is going on in the advisor marketplace – to assess whether firms are, indeed, migrating from the AUM revenue model to something that more closely matches time and internal costs with fees charged.
Imagine if you had a meter to measure the positive energy in your firm. How often would it be buzzing off its hinges at full tilt toward positivity?
There’s an insidious form of discrimination that’s rarely discussed, but highly pernicious. And it’s incredibly difficult to overcome.
Prospects find your firm’s website with a Google search such as, “financial advisor near me.” But what happens when you’re not showing up in those searches?
Nobody will die or suffer great pain if you don't react now, this instant.
Ask yourself this question: Why do you trust someone? What is there about them that gives you that special feeling?
Have you ever noticed that Mother Nature always wins?
There’s a fundamental misunderstanding about creating trust. Too often, we conflate an air of confidence with building trust with a prospect.
A true goals-based wealth management (GBWM) approach can help you control for behavioral biases — both yours and your clients’ — and deliver desired financial outcomes for your clients. Coaching clients throughout your relationship can help combat emotional decision-making and maximize the likelihood of achieving success. Join SEI and Capital Group® for this session which will:
John, J., and Chris will be available to answer your questions following the presentation.
A common block I see in business growth is incongruence. What people say they want is not what they actually want (or believe is possible).
Doing what others don’t do positions you as someone special. Let’s take a look at two things you can start doing today.
Is there a right way to deliver bad news to an employee?
Advisors are blissfully unaware of the risk inherent in their jobs.
Breakaway Brokers
How My Clients Are Doubling Their Social Engagement
After working with hundreds of financial professionals to improve their digital presence, I’ve noticed some trends in what is and isn’t working to garner more engagement.
Is It Time to Rebrand Your Financial Advisor Website?
Here’s how to tell if your website is stuck in the past and, if it is, how to position it for success.
More and Less in 2021 (Part Three)
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.
The One Word that Closes Prospects
To persuade someone to do something, you have to show them the positive opposite of what they are doing by using this one word.
Do You Need to Focus on Differentiation?
I spend a lot of time studying about how financial advisors should differentiate themselves. But perhaps this is a waste of time for several reasons.
What I’d Like to See More and Less of in 2021 (Part Two)
This is the second in my series about what I’d like to see more and less of in 2021.
The Simple Framework that Drives 5X Better Marketing Results
Are you committed to using digital marketing to grow your practice in 2021? What’s the ideal path to convert a prospect into a client? If you don’t have a crystal clear strategy to convert prospects into clients, chances are you’ll end up spending more money, energy, and time than you ever should. Worse yet, you may end up “striking out” on developing new client relationships with rich opportunities. The good news? You can 5x your return on marketing spend by following a simple, proven strategy. It’s exactly what the top 25% of advisers are doing right now to move prospects from “cold to gold” - quickly.
Technology’s Rising Importance in Emerging Markets
Whereas commodity production had been a major economic driver in emerging markets, we think technology is now the leading force. Semiconductor advancement is the “new oil.” semiconductor companies are so far ahead of their competitors that supply is in fact a constraint—and therefore a major investment consideration.
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.
The State of the Profession – and What to Look for in the Coming Year
I'm going to assess the state of the profession as we emerge, exhausted, from our tumultuous 2020 experience.
My Top Two Research Breakthroughs for Advisors
I’ve distilled what advisors have found most helpful into two critical, research-based, actionable lessons.
Six Reasons Your 2021 Marketing Plan Will Fail
I rounded up the six key reasons your marketing strategy will fail in 2021 and how to avoid them.
How I Can Tell What Type of Advisor You Are
I divide advisors I meet into two groups. I can tell what type you are immediately.
The Digital Marketing Practices that Distinguish High-Growth Advisors
Broadridge recently released its second annual financial advisor marketing survey which revealed the contrasts between effective and ineffective marketers, as well as an expected move to digital due to the continued impact of COVID-19. This year’s survey also shed light on the lack of marketing strategy among advisors and in turn, dissatisfaction with marketing ROI.
Don’t WIMP Out On Referrals
Many investors have become unsatisfied with how their advisor chose to respond to the pandemic.
How Guanxi Explains Advisor Success
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.
The Power of Volatility-Informed Strategies
Managers of VIX-informed strategies have nuanced understanding of volatility, utilizing it as a tool in all market cycles.
Why the Breakaway Broker Exodus Hasn’t Happened
This mass exodus of breakaway brokers hasn’t happened, much to the chagrin of us prognosticators, and I know why.
Quit Sputtering Around with Your Marketing Plan for 2021
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.
Social Media for Advisors without Followers
The number one thing stopping advisors from growing their businesses on social media is the lack of a strategy, not a lack of followers.
How to Thrive in Spite of an Imminent Threat to the Advisory Profession
Advisors are highly qualified, although few clients are capable of understanding the difference in your credentials. Does it matter?
How to Tell When a Client or Prospect is Lying
You don’t need the advanced training of an FBI field agent to spot the truth. There is a better way.
How to Gather Client Feedback
Collecting client feedback doesn’t have to be a complex process.
The Coronavirus Opened a Virtual Advice Opportunity
As a result of the coronavirus, the advisory business model has changed precipitously, with two key trends driving this transformation…
Radically Rethinking Your Process for Converting Prospects
It’s time to consider an entirely different approach to your process for converting prospects.
The Value of Niche Marketing
What is the best way to redesign marketing materials to convey our message to a specific audience?
How Important is FINRA When Launching a New RIA?
When we explore the specifics of an advisor’s business, there are commonly asked questions around the nuances between the SEC and FINRA.
A Hopeful Way to Rethink Thanksgiving
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.
How to Present Data to a Prospect
Presenting data is challenging, but sometimes advisors have to. Here is how to do it better than your peers.
Four Habits to Get More Referrals
Here are four habits to incorporate into your daily routine that will trigger referral activity.
New Research on Top Digital Marketing Practices
Here are the key characteristics that distinguish highly successful digital-marketing practices.
Advisor Perspectives Ranked as Top Newsletter for Financial Advisors
For the second consecutive year, Advisor Perspectives has been ranked as the electronic newsletter that is most-read by financial advisors.
Five Marketing Opportunities in the Pandemic
Here are five growth opportunities that will help you advance your firm while the competition sits on the sidelines.
Don’t Make These Zoom Mistakes
There are three disastrous mistakes I see advisors make with Zoom calls.
Leveraging Tech Tools to Grow and Scale Your Practice
During the recent Advisor Perspectives Thought Leader Summit, two of the industry’s most respected experts shared their best practices and insights on growing and scaling your business with fintech solutions.
Don't be an Encyclopedia Salesperson on LinkedIn
My three-question test will let you see if your LinkedIn profile page stinks.
The Four Commandments of Social Media
While getting into a groove with your social media plan may take some trial-and-error, there are some crucial commandments to maximize your potential and reach.
How to Effectively Use Lead-Generation Services
Paying for qualified prospects from lead-generation services, can be profitable provided that the proper processes are in place to capture, follow up with, and nurture new opportunities.
You Can’t Convince Me of Anything
The controversy surrounding wearing a mask boldly illustrates a pervasive issue for advisors and their clients.
How to Generate Alpha from Clients’ Tax Returns
Clients are surprised when I request copies of their tax returns. But when they see the process I use to save them money – tax “alpha” – they often wish April 15 came more often.
The Number One Reason Prospects Will Reject You as Their Advisor
Virtually all advisors have the technical competence to construct a plan that will help a prospect. But most make a key mistake when they try to explain that plan, and it almost always causes them to lose the business.
The Future for Thematic ETFs
Founded in 2018, Defiance ETFs is an ETF sponsor and registered investment advisor focused on thematic investing. Its suite of rules-based ETFs allows retail and institutional investors to express a targeted view on dynamic sub-sectors that are leading the way in disruptive innovations.
Being Humble is Better than Being Right
I meet few humble advisors. Most are supremely confident in their knowledge of all things financial. This confidence is rarely justified.
How to Write Subject Lines that Prospects will Click on
When it comes to reading things online, we have a selective attention span; this is why it’s so important to optimize subject lines in both blog posts and your email marketing.
Looking to Evolve Your Business? Avoid This Common Mistake
Growth is cyclical – try, learn and progress. In an ideal state the process is – try and progress – you get it right the first time and never have to iterate. But the ideal state is unfortunately not realistic.
When Facts Don’t Matter
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.”
Get Clear, Get Focused, Get to Work
Today I am speaking with one of the advisory profession’s preeminent thought leaders, business strategist and success coach Stephanie Bogan. Stephanie is going to share her perspective on the value of coaching, some of her favorite lessons she has learned along the way as a coach and what it takes to really be Successful…in all aspects of your life, not just as an advisor.
The Three Biggest Mistakes Advisors Make with Referrals
I have much to say about referrals. For this article, let’s focus in on three of the biggest mistakes I have seen advisors make with referrals.
Why Does March Feel So Long Ago?
It seems like ages ago that our firms closed their doors and we scrambled to set up home offices. We weren’t sure what challenges lay ahead, and the market took our breath away in those first intense weeks. But while we don’t like having to cope with a disaster, human beings tend to do well in a crisis and to adapt quickly to massive disruptions.
Why Financial Advisors Should Offer Niche Services
Many of my clients have found success by focusing to serve a particular market or offer specialized services. Here’s why this works.
My Boss Doesn't See My Accomplishments Any More
What do I do to raise my profile during this time of isolation?
Want to Deepen Your Relationships? Just Ask
We think that if we can just impress others with our smarts, charm, wit, worldliness, hipness, etc., it’ll blow people away and they will spread the word about how lucky they are to know us. Unfortunately, this self-centered approach isn’t effective.
The Positive Side of Negative Thoughts
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 …
Fiduciary Advice: Where Do We Go From Here?
An historic realignment of fiduciary advice has snuffed out 40 Act principles. The SEC, the coming DOL Rule, and CFP Board standards have rejected them. The realignment reveals a path of destruction – to the law, language and logic.
Cutting-Edge Videos That Generate Leads
I’m going to share exactly how we build videos for advisors, so you can replicate our process if you find it appealing.
How the Pandemic Changed Investors’ Needs
The pandemic has changed investor behavior. It has altered the qualities and services investors look for in a financial advisor.
Medicare Unhinged
I was recently told, “I love Medicare 101, but I’m ready for a Medicare ‘unhinged’ – the real stuff that advisors should know to the core and not all of the usual stuff we hear.”
THE IMPACT OF BEHAVIORAL FINANCE ON THE PSYCHOLOGY OF INVESTING
Behavioral factors can significantly impact a client’s financial wellness. This executive brief focuses on four — Future Concept, Impulsiveness, Materialism and Financial Literacy — to provide insights into identifying and addressing each factor during financial coaching, which financial professionals can use to create the optimal plan for each client.
Inside the World of Crazy M&A Valuations
Ultra-low interest rates and a flood of private equity dollars seeking a decent return have driven the valuations paid in the M&A market to crazy levels, according to two of the most prominent acquirers.
Five Things Advisors Need in a Marketing Director
Look for these five factors in marketing director applicants.
The Two Threats that Ruin Referrals
When you hear or see the word “threat,” it triggers you in some way. Associating that word with referrals will evoke a terrifying shiver. This is, of course, assuming you’re interested in wanting to acquire more referrals.
Both Genders Exhibit Bias Against Women
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.
Minisode - A Reality Check on Behavioral Coaching
Over the past few months, advisors and investors have been whipsawed by market movements and emotions have been magnified due to the pandemic. And while the term behavioral finance has often been discussed in the advisor world, the application of it into practice tends to lag.
The Formula to Catch Leads
Nature is our greatest teacher. After spending a couple weeks on a small lake in Vermont this summer, I saw how fishing provides a framework for prospecting – the process of finding and converting a lead to client.
How to Prospect Your Network (Without Being Salesy)
Your social network may be an untapped and robust source for uncovering prospects. While you may be suffering from COVID-19 fatigue, we believe prospecting and having introductory conversations about the services you provide could be one of the best uses of your time.
Client Lifetime Value: It's Not Just about the Revenue
Knowing your client lifetime value is essential, and it can guide the decisions you make in the course of your career.
Five Hidden Gender Biases
Here are five biases that may be lurking in your subconscious and influencing the way you assess men and women.
Beyond Investment Advice: Sharpening the Soft Skills
Advisors must develop their softer skills so they can meet the needs of their clients with both compassion and empathy, all within an increasingly remote and virtual atmosphere.
How the Ultra-Wealthy Find Advisors
How do the ultra-wealthy find financial advisors? What are they looking for, and how can your firm use that knowledge to cater to this hyper-specific audience?
It May be Different this Time
It certainly feels different this time. Acknowledging that difference will enhance relationships with your clients.
It’s September 2020 – 63 Great Books for You and Your Clients
My learning goal each year is to read at least 40 business-related, non-fiction books – the “stay at home order" has allowed me to read 63. So here is my eighth annual compilation of the ones I’ve read from September 2019 through August 2020.
How to “Up-Sell”
Your chance of closing business with an existing client is 72%. Most of the income you make from any one client will be ensuing sales, not from the initial solution.
Virtual Communication is Failing
How do I keep my team working together effectively in this remote environment?
20 Questions for a Marketing Plan
Before you work on a marketing plan, answer these 20 questions…
Why Are So Few Women in Leadership Roles?
A leading psychologist explains why more women aren’t in leadership roles in financial services.
January 2008 NewsLetter
I realized that it’s been so long since I started my NewsLetter, most of you won’t know its origins. To bring you up to date, here’s the intro to the first one.
Coach Through Biases — Yours and Your Clients’
Download Coach Through Biases - Yours and Your Clients' to learn how to reframe your client experience through ongoing engagement and conversations about risk — the risk of not meeting goals that is.
That's because when your clients think about risk, chances are they aren’t referring to technical terms like standard deviation. Coaching them throughout your relationship can help combat emotional decision-making and maximize the likelihood of achieving success.
The Powerful Evolution in Fee Structures
Recently, I released a comprehensive fee survey that was designed to test what, exactly, is going on in the advisor marketplace – to assess whether firms are, indeed, migrating from the AUM revenue model to something that more closely matches time and internal costs with fees charged.
Five Ways to Put Your Firm in a Better Mood
Imagine if you had a meter to measure the positive energy in your firm. How often would it be buzzing off its hinges at full tilt toward positivity?
The Incredible Obstacles to Overcoming Bias
There’s an insidious form of discrimination that’s rarely discussed, but highly pernicious. And it’s incredibly difficult to overcome.
Three Reasons Your Firm Doesn’t Show Up on Google
Prospects find your firm’s website with a Google search such as, “financial advisor near me.” But what happens when you’re not showing up in those searches?
Stop Acting Like You Deliver Insulin
Nobody will die or suffer great pain if you don't react now, this instant.
A New Twist on Earning Trust
Ask yourself this question: Why do you trust someone? What is there about them that gives you that special feeling?
Nature’s Influence on Your Practice
Have you ever noticed that Mother Nature always wins?
The Surprising Character Trait that Destroys Trust
There’s a fundamental misunderstanding about creating trust. Too often, we conflate an air of confidence with building trust with a prospect.
Implementing a GBWM Framework with the SEI American Funds® Strategies
A true goals-based wealth management (GBWM) approach can help you control for behavioral biases — both yours and your clients’ — and deliver desired financial outcomes for your clients. Coaching clients throughout your relationship can help combat emotional decision-making and maximize the likelihood of achieving success. Join SEI and Capital Group® for this session which will:
John, J., and Chris will be available to answer your questions following the presentation.
Who Are You Becoming?
A common block I see in business growth is incongruence. What people say they want is not what they actually want (or believe is possible).
Two Things You Can Do that Other Advisors Don’t
Doing what others don’t do positions you as someone special. Let’s take a look at two things you can start doing today.
How to Deliver Bad News
Is there a right way to deliver bad news to an employee?
This is Your Job at Risk
Advisors are blissfully unaware of the risk inherent in their jobs.