Browsing articles in "Client Retention"

The People’s Tort: How Will Advisors Defend Their DOL-related Processes to Attorneys?

Sep 15, 2016

You’ve seen those commercials: “Have you been injured in an accident?” Now imagine the ones that could come out after the DOL Rule goes into effect: “Have you been ‘injured’ by an advisor unable to justify their fiduciary role?” The advisory businesses that are prepared to defend their processes may never actually have to (defend them, that is).


Investing is Like Gambling: 4 Ways to Debunk the Myth

Jun 30, 2016

If I had a dollar for every time I heard that investing is just another form of gambling, I’d have a lot of gambling… er, investing money. Your clients or prospects may think it, but it’s simply not true. I have 4 hard truths that you can use to respectfully set the record straight.


The Value of Planning is Zero if You Don’t Charge for it

Jun 16, 2016

Investment advisory fees – that’s probably the line item on your clients’ statements. Are you “hiding” your real value there by not indicating it’s a planning fee? If so, your clients may not see you (or your value) as a planner – and that could hurt you in a market downturn or conversation about the DOL rule.


Content Marketing – Content is King; Distribution is Queen

May 23, 2016

We all know that technology is an enabler in the financial services industry – but we tend to think of it in terms of investments and workflows and the like. But there’s a new tech kid in town – content marketing technology – and it’s helping advisors build and deepen relationships. I sat down with AdvisorStream CEO Kevin Mulhern to find out more.


Advisors: Why Compete Where Everyone is Competing?

Another day, another survey (2, in fact) that shows advisors are worried about growth. And you should be – especially if you’re pursuing the same clients with the same message as every other advisor. Why should they pick you?


Spousal Support: How Not to Alienate Spouses in the Financial Planning Process

May 10, 2016

To quote Rob Base and DJ E-Z Rock, “It takes two to make a thing go right.” If you’re working solely with one spouse, you may be alienating the other. In today’s guest blog post, Jill Knittel explains how you can encourage both spouses to participate in the financial planning process, as well as potentially carve out a niche for those spouses who find themselves suddenly single.


DOL and Small Accounts: Can You be Your Own Robo-advisor?

Apr 28, 2016

Love it or hate it, the DOL fiduciary rule is here. But this rule could actually have a positive impact on your advisory business, if you look at it in the right way. This week, I’m talking about streamlining your small accounts, creating consistency in your revenue stream, and setting up a “feeder system” for larger accounts down the road. (See? That all sounds pretty good.)


Jargon-free Zone: How to Talk With (Not Down to) Millennial Clients

Apr 26, 2016

Financial Literacy Month may be coming to an end, but you’re still in a great position to educate your younger clients. IF you do it right. (And yes, that means I’m going to show you what you’re doing wrong.)


Family Matters: How to Include Your Clients’ Kids in the Financial Process

Apr 19, 2016

My last post, The Letter Advisors Will Never Get from Their Clients’ Kids, sure seemed to strike a nerve with some of you. So now that I have your attention, I’ve got some actionable ideas to help you make financial planning more family friendly and inclusive.


The Next New Thing – Content and the Advisor Website

Mar 29, 2016

What first impression does your website give to prospects and clients? If that question made you hang your head (or go to your website because you can’t even remember what it looks like), then today’s post is for you.




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