Browsing articles in "Advisor Prospecting"

History: Benchmarking Advisor Referral Processes

Jan 11, 2018

For a year we’ve been asking you about your referability, talking about the framework to get there, sharing resources to help. Soon, a new benchmarking tool that tells you exactly where you are and where you can go.


New Year, New (or Continued) Focus

The results of our end of year survey tell us in no uncertain terms, advisors are focused on becoming more referable in 2018.


The Social Queen: Distribution

You have content – it’s good, you sound knowledgeable, and helpful. But if it just sits on your site, how will your audience – all of them – find it? It’s all about dissemination.


Talking about the Future of Referrals

Sep 28, 2017

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.


The Elements of Referability

Jun 29, 2017

If you’re not getting the referrals you think you deserve, you may need a new approach. We’ve been researching the “elements of referability,” and are now sharing what we’ve learned.


How to Profitably Serve Millennials Marg, Chip and Drew

May 30, 2017

Millennials Marg, Chip and Drew don’t want the same planning process and level of service that you provide your HNW clients. And you don’t either, because it won’t be profitable. You need to find a service model that meets their needs and makes sense for your business.


Segmenting the Millennial Market: Meet Marg, Chip and Drew

We recently surveyed more than 600 millennial investors. By the time you’re done reading this 4-part blog series on the results, you’ll be armed with a plan to develop marketing and service models to fit their needs, while also staying true to your firm’s business objectives.


Key Questions to Ask Millionaires to Build Trust

Apr 20, 2017

Building a system of trust is key to attaining your ideal clients. Grant Hicks, president of Advisor Practice Management, says it’s all about knowing the right questions to ask, and when and how to ask them.


4 Ways to Create Positive Client Experiences (and Get More Referrals)

Apr 13, 2017

If you want better and more frequent referrals, you have to give your clients a reason to think of you. Better service is one way to do it. You just need to change the focus from what you can’t control to the things you can.


A 3-Phased Approach to Cost-effectively Acquire Millennial Clients

The costs associated with acquiring millennial clients can be high, mostly because closing rates can be relatively low. So if you’re serious about developing a sustainable business model to serve this generation, it’s vital that you develop an effective lead and vetting process.





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