As summer is drawing to a close (in the Northern hemisphere) it is time to get back to business. Vacations are in the rear view mirror and the kids are back to school. Many advisors find that it is a great time to refocus and push hard.
When your clients come into your office for a review, what is the first piece of paper you show them? If it doesn’t reflect your value, you may want to rethink your strategy.
My wife, whom I dearly cherish but who also has the ability to see right through me, tells me that I tend to be a people pleaser. Not wishy-washy or fickle, just excessively accommodating to others. As hard as it is to admit, when evaluating her claim, I think she is spot on; I don’t
As 2011 draws to a close and we attempt to take a collective breath and get some much needed rest, I encourage you to start thinking about 2012. This seems like a bit of a paradox, but there are some critical activities to accomplish before the year is out. For many advisors, December 31st ends
There is no shortage of guidance about asking clients for referrals. The problem is that most of the advice is bad advice. It’s bad for three reasons. First, it generally neglects the state of the current service model. Second, there is no discussion about the timing of the referral request. Third, the language is wrong.
You may not think so, but right now you are getting all the referrals you deserve. This may be painful, but true. Most advisors think they should receive more referrals than they’re getting. The most common response is to employ a myriad of marketing ideas and communication strategies to increase the number of quality referrals.
Most everyone is familiar with the “80-20″ rule, first espoused by Italian economist Vilfredo Pareto. Simply stated he suggested that 80% of the effects come from 20% of the causes. The application to your business is that 80% of your revenues are coming from the top 20% of your clients. Nothing new here. But what