When networking, the first impression you create sets the tone for how the prospect responds to all future contact with you. If you really want to prospect socially, you have to get the prospect to open up to you in the most natural way possible. Consider these tips
Small talk is something we all do. We do it to be polite and connect with others. It get’s the conversation going and helps both parties feel at ease before diving into business. Some of us dread it. Some of us thrive on it.
A recent post-game interview with Drew Brees, quarterback of the New Orleans Saints, offers some excellent insights on relationship management. Not a football fan? Stick with us. These lessons apply to everyone. The way in which you support, praise and share credit can affect your relationships with clients, centers-of-influence and team members.
The days of trying to separate business and pleasure are over. If your goal is to drive new business through relationship marketing tactics, the core of your strategy must be social relationships – essentially creating social glue. This is your marketing’s V8 engine with 500 horsepower.
There’s been much frustration in the world of strategic alliances with COIs. We hear it all the time in our new advisor webinar series. Why are we still talking about it? Our research continually shows that strategic alliances are one of the most effective client acquisition strategies.
Retiring, getting laid off, selling a business or other similar events are major transitional periods that have financial implications. Here is a three-stage approach to transitioning everyday conversations into business opportunities using (super) soft sales skills.
Ask any advisor what differentiates them and you'll likely hear the word "service" multiple times. The industry has gone through a tremendous amount of training on high level service and there are some excellent service providers out there. Here are the top 10 ideas to help elevate your service.
Ask any advisor what differentiates them and you'll likely hear the word "service" multiple times. The industry has gone through a tremendous amount of training on high level service and there are some excellent service providers out there. Here are ideas to help elevate your service.
Our studies have shown that word-of-mouth is the lifeblood of a financial services practice – whether you’ve been in the business for five months or 25 years – but the strategy for leveraging word-of-mouth does change based on your tenure.
With many client portfolios barely outperforming the market, and many investors still driven by fear-based thinking and irrationality, advisors need effective strategies for portfolio construction now more than ever....More
Technology is a critical differentiator in today's digital age for running an efficient and effective practice. Those entrepreneurial financial advisors and wealth managers who are leveraging technology in their firms are creating better client experiences, improving cash flow, generating new revenue streams, and scaling their services....More
It's never too early to start saving for college, and for parents, grandparents—even family friends—529 college savings plans offer estate-planning potential, high contribution limits and convenient investment options, including target date funds....More
Global bond markets defied consensus predictions in the first half of this year. But with more muted returns are expected for the rest of 2014, investors already may have earned the bulk of this year’s returns....More