Prospecting for New Clients? Think Small.

May 19, 2011

It’s conference season again. Seems like every May and October, I spend a majority of my time strolling the halls of some large hotel’s conference center, killing time before I […]

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Why Marketing in Fits and Starts Dooms Your Efforts (And What to Do About It!)

May 16, 2011

Ready. Fire. Aim. Then wait a month or so to re-load. That’s what happens when you take an “I’ll do it when I have time” approach to a marketing strategy. […]

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Want to see how your prospects see you? Go ugly.

A while back, I was invited to an advisor’s office to discuss marketing and how we can assist in his growth goals.  The meeting started great with handshakes, small talk […]

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Torture Worth Enduring.

Apr 28, 2011

Although I have been running for the last 5 years, I still don’t consider myself a runner. It’s just not natural to get up at 5:30 am and go outside and […]

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Tax Day: My Least Favorite Day, But a Great Day to Attract New Clients and Keep Existing Ones

Apr 17, 2011

Tax Day is here.  Every year on April 15th (actually, April 18th this year) the local news does a live shot of postal employees working overtime by taking the envelopes […]

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Is There a Doctor in the House?

Apr 15, 2011

I recently watched a webinar featuring some of the findings of the Hearts and Wallets research series. Although the presenters said that the number of investors who use a financial […]

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Client Communication: Just Do It.

Apr 14, 2011

We’ve all heard it. “Frequency of client communication trumps even investment performance when it comes to client satisfaction.” Then why is it so difficult?  We recently polled advisors and they […]

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Welcome to Practically Speaking

Apr 13, 2011

During the 2008-09 financial crisis, my team and I started sending weekly email updates to all of our advisor clients.  We focused on sending out topical and industry information, financial […]

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