Updated Thursday, September 3, 2015 as of 12:35 AM ET

Charging Too Little? Ask Your Clients

Steve Wershing
February 13, 2014

Clients want you to succeed and are willing to help, so here’s how to address the problem of “overservicing” them.

Client Relationships: 6 Essential Points of Contact

Steve Wershing
January 8, 2014

What is the ideal number of times to be in touch with clients each year? It's probably higher than you think. Here are some ideas to help deepen your relationships.

Advisor Website: Make It About Clients

Steve Wershing
November 27, 2013

The more your home page talks about prospects, the more they will want to explore. So stop talking about yourself and talk about what your clients are interested in – themselves and their special needs.

Help Clients Ask the Right Questions

Steve Wershing
November 7, 2013

What are the unique questions your target market should be asking themselves? Because of almost universal access to information, if the clients fully understood their problem or their questions they would have little need for an advisor.

Marketing Tip: No Boring Client Stories

Steve Wershing
October 2, 2013

Case studies can be a great way to communicate the reasons a client should work with you -- as long as they want to read all the way to the end.

5 Surefire Ways to Meet Client Expectations

Stephen Wershing
August 19, 2013

We have all heard that the best way to have loyal clients and get referrals is to consistently exceed your clients' expectations.

Why Clients Can’t Have You Only

Steve Wershing
July 31, 2013

If clients look at their access to you as one of the most valuable aspects of working with your firm, how much value is left in the firm when you leave and how will you ever have enough time? This is the “access to principals” paradox, says referral expert Steve Wershing.

Finding Clients One Referral at a Time

Bill Cates
July 15, 2013

Generating referrals is not a numbers game. Referral Coach Bill Cates says that it is better to get one great referral than a litany of names.

How to Become More Referable

Bill Cates
July 3, 2013

Most financial professionals are not as referable as they think they are or as they need to be to garner a lot of great referrals.

How Your Staff Can Make or Break Your Referability

Bill Cates
June 19, 2013

One source of an advisor's referability isn’t the advisor at all; it’s their support staff – be it client assistants, receptionists, para-planners, and other associates. Bill Cates says how your staff represents you can be a limiting factor in your referability. Check out some of his thoughts and ideas to help ensure all the members of your team make a positive contribution to your ability to generate referrals

A Simple Way to Get More High-Level Referrals

Bill Cates
June 11, 2013

To generate more high-level referrals, Bill Cates suggests advisors try hosting a simple, targeted educational seminar populated by clients and their friends.

The Key to Client Loyalty

Bill Cates
June 4, 2013

Putting your clients and best prospects on a regular call cycle is an idea that is well known and well understood conceptually, however, for most advisors it remains a conceptual idea, not an executed one, according to Bill Cates.

Build Trust With Prospects by Providing Value First

Bill Cates
May 30, 2013

Bring value on the very first contact. Bill Cates says it is a a simple concept that advisors often muddle. He offers three simple ideas to help provide value immediately to your new referral prospects.

How to Say No to the Wrong Prospects

Bill Cates
May 24, 2013

Can you say “no” to referral prospects? Bill Cates says it is a critical skill if you want to expand your practice.

7 Dos and Don’ts for Calling Referral Prospects

Bill Cates
May 14, 2013

So you've met a great prospect or received a great introduction. What's next? Bill Cates offers dos (and don'ts) for what to say when you call your new prospects.

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