John Anderson

John Anderson

I’ve been in the financial services business for over 25 years. I’ve been around some of the best financial advisors on the planet – and unfortunately around some who made me wonder how they put food on the table. And I’ve learned from both.

I started out as an investor relations representative, talking to advisors and their clients, answering questions and “re-selling” my company’s products.  Within eighteen months or so I moved to the sales side and have been there ever since.  From working the “sales desk,” to internal account executive, to wholesaler, to managing director, I have been responsible at one point or another for most of the United States. And I’ve almost always worked with advisors, their clients and their centers of influence.

So what did I learn from good (and bad) advisors?

I am awestruck by those great advisors who can take a client’s dream and turn it into reality – whether that means retirement, college education for the kids or just plain old multigenerational wealth.  To me, the best advisors are not discussing beta, standard deviation, alpha or some other Greek letter. They’re diving deep into the client relationship.  Ultimately, they’re spending time in front of their clients – not in front of their computers.  And they are building a business that will provide advice long after they step away.  A business – not a practice.

Today, as Managing Director of the SEI Advisor Network’s Practice Management solutions, I work with advisors across the country to run a more effective practice. I also frequently present at conferences for some of the country’s most prominent broker-dealers and industry organizations, such as the Financial Planning Association.

In plain terms, I provide advisors with common-sense tips to grow their business. And in Practically Speaking, I look forward to sharing the conversation with you.

Recent posts by John:

Advisors: What Was Your Walk Away Moment?

In business – as in life –the lessons are often in the mistakes we make. But sometimes the better knowledge is seeing the mistake coming and avoiding it altogether. Not always possible, but in some advisor practice scenarios it is probable.

Why Successful Advisors are Exiting the Business

This week Dan Richards is back to share his take on the current state of financial advice and the successful advisors who provide it.

Fees: Compression Conversations and Value

Fee conversations pop up everywhere, as they did recently for me. Though they haven’t budged much in the past few years, it’s hard to predict what the next 5 years will hold. Instead of riding this tailwind into the unknown, you can get on your toes now by changing your conversations and showing your values.

Advisors: Are You Measuring the Wrong Things?

Are you measuring the wrong business indicators? Knowing AUM is good, but it doesn’t provide any idea of where you’re going.

Purposefully Staffing Your Advisory Firm

Advisors don’t stay at a firm for just salary. If they can’t see their role in the firm’s plans, they’ll leave for a clearer role. It’s important to know where your firm is headed, and how your people fit in so that you set expectations and have transparent discussions about compensation.

Show Don’t Tell. Use Content to Distinguish Yourself from the Crowd

If you have a great close rate but still want to grow, you should up the number of prospects coming through the door in the first place. Invite them in with what you know.

Advisor Holiday Gift(s) in October

If each year you’re late to plan or pick your client holiday gift, I’m reminding you: do that now. With this time to plan you can make a real impact this year.

Talking about the Future of Referrals

In recent separate posts, Julie Littlechild, Stephen Wershing, and I have been all about referrals and building your referability. This week, the three of us talk to each other – and to you – about what’s now, new and next in advisor referability.

Equifax: A Teachable Micro-Moment for Advisors

I see a teachable moment in how advisors reacted – or didn’t – to the recent Equifax news.

Another Perspective: Client Advisory Boards Deliver More Long-Term Value than Focus Groups

I love a good debate – because we all benefit from the discussion. Steve Wershing of The Client Driven Practice, weighs in on the value of advisory boards (which differs from mine). Who do you agree with?

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