Five Tips for Money-Making Review Meetings

Sep 10, 2014

As we’ve often written about, success in financial services is all about relationship management linked to relationship marketing. One of the most neglected aspects of this is the client review meeting. Many review meetings are...

How Are You Delivering Ritz-Carlton Service Through Social Media?

Aug 27, 2014

The lines between our online and offline worlds are becoming more blurred every day. Social media is no longer its own separate entity sitting in left field; it’s woven into our everyday culture. Using social media to engage with...

Seven Phrases Advisors Should Never Use

Aug 27, 2014

Nobody likes to be sold to, especially today’s affluent. Yet many people still try to sell their products and services to this lucrative consumer niche, including financial advisors. ...

Niche Play

Aug 21, 2014

Targeting clients who belong to a specific profession can set your practice apart. Here’s how to go about it.

How Financial Advisors Handle Prospects Who Don’t Qualify Without Insulting Them

Aug 20, 2014

The short answer is, very delicately, but firmly. However there are a handful of scenarios that an advisor should be prepared to address.

Showing Some Personality on LinkedIn

Aug 13, 2014

Look for ways to make your connections laugh, smile, or be inspired. People love to engage with personal posts.

The Right Financial Advisor Questions - at the Right Time in Social Prospecting

Aug 06, 2014

Boston: “You continually talk about the importance of asking questions, do you have a list of questions in any of your materials?” asked Taylor during a break in our Rainmaking workshop...

What’s Your “Project $200 Million”?

Jul 10, 2014

Most financial advisors don’t think big enough

Three Pipeline Management Tips that Drive Results

Jul 09, 2014

In our studies of the industry’s elite, we see a variety of techniques for pipeline management. Some advisors stick with yellow notepads, others create spreadsheets and others customize sophisticated CRM systems. Our conclusion...

10 LinkedIn Signals Advisors Can Use to Nurture Relationships

Jun 30, 2014

If your prospect or COI has a LinkedIn account, you should connect with them. Period. Not only does it enable you to learn heaps of information about your prospect, it creates additional touch points. These creative points of contact help...