Browsing articles in "Practice Management"

Advisor, Is Your Bias Showing?

Jul 20, 2017

Opposing views make people uncomfortable. It’s natural. People prefer to hear things that reinforce what they already think. It’s a little thing called confirmation bias. But is it keeping you from getting a new perspective, new ideas – and possibly new opportunities?

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What Goes Into a Referral Marketing System?

Jul 13, 2017

Research shows that the top referral-getters have a relatively structured referral marketing system. As Stephen Wershing of The Client Driven Practice notes, that system hinges on getting the right message out and measuring the results.

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Life, Legacy and the Pursuit of Your Clients’ Kids

Jul 11, 2017

How do you create an opportunity to get in front of your clients’ kids so you can demonstrate your true value to them? This week’s guest blogger, Abby Schneiderman, Co-CEO of Everplans, has some thoughts about facilitating discussions that may help open a door to the next generation.

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Advisors: The Unspoken Risk in Your Business (Hint: It’s Staffing)

When is the last time you took a good hard look at your staff and gauged what would happen if one or two people decided to leave? Don’t wait until they give their notice to prepare for key departures.

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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.

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DOL: Are You a Dinosaur, a Luddite, or a Well-intentioned Straggler?

Jun 22, 2017

Like it or not, the trend is moving toward more fiduciary regulation. Will you fight against the riptide (and potentially drown your business in the process) or survive it by moving in parallel?

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7 Tactics to “Friend” Your Compliance Team

What kind of relationship do you have with your compliance team? If the question made your eye twitch, you’re in luck. I have a few ideas to help you build a bridge to a stronger, more secure marketing (and social media!) machine.

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Bob Veres Book Excerpt: The New Profession

Jun 15, 2017

I’m excited to share an excerpt from Bob Veres’ new book, The New Profession. It details the great marketing opportunity that advisors have, as the profession evolves from sales to advice – which is what clients truly want.

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Advisors, Should You Hire a CIO? Maybe.

Whether you are heading down the enterprise or the lifestyle advisor path, a CIO could overcomplicate your business. Unless it doesn’t. How do you know if the juice is worth the squeeze?

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For S&Pete’s Sake: How to Get Your Clients to Break Up with This Index

Are indexes like the S&P 500 mucking up your conversations with clients? What they don’t know about benchmarking could hurt – both their investments and their opinion of your value. Time for a reality check.

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