Recent Stories From This Author
May 1, 2013
Managing staff isn't easy. People don't change and you can't change someone either before or after you've hired them.
May 1, 2013
People usually don't change after you hire them, so make sure their strengths are a good fit for the job.
April 1, 2013
Are your bank colleagues not referring business your way? Guess whose fault that is? It's not your boss's job, or anyone else's for that matter, to fix this situation.
April 1, 2013
Keep new leads coming in by branding yourself as a transition specialist.
March 1, 2013
Improve your practice by drilling down on your innate skills.
February 1, 2013
You have a minute to explain to a busy prosepective client why your firm deserves the business.
January 1, 2013
Deploy a strategy that runs itself and thrills your clients, allowing you to provide better service with less effort.
December 1, 2012
How to craft a business strategy that will keep you on track in the New Year.
November 1, 2012
If your goal is to win new clients and influence bank trust officers, then you have to learn how to talk the talk-first lesson, be sincere.
November 1, 2012
What every advisor should know about government insurance to better serve clients.
October 1, 2012
How to sell a high-priced tier of service to clients and describe how that service is different and more valuable, like front-row seats at an event.
September 1, 2012
Your competitive advantage is what sets you apart. In a nutshell, have one. Then be able to articulate it.
September 1, 2012
A few simple steps will help you meet the money management needs of each customer.
August 1, 2012
Many reasons exist for going paperless, including saving time and reducing clutter.
July 31, 2012
You're probably losing business if you haven't figured out what your competitive advantage is relative to your peers. Here's how you articulate that key differentiator.
July 23, 2012
I’ll bet the amount of training an advisor receives on portfolio and client management over ten years could fill an ocean. I’ll also wager the amount of training an advisor receives on managing staff couldn’t even fill a thimble.
July 1, 2012
Client appointments should be events.
June 1, 2012
Networks and connections can be powerful recruiting tools when used correctly—but it also pays to know when to send a handwritten note
