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 Independent Advisor Solutions by SEI’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:

C-Sharing: Declining Revenue

It seems the industry is moving to eliminate C-shares, or at least widely curtail their usage. It makes sense to get there with your clients well before the industry does.

Segmented Planning for Investment Advisors

You didn’t need a poll to know that investment management is not necessarily a core part of your value proposition, but we do have the results of a poll that bears that out. What services can you add that do make your value prop more attractive to more clients?

Digging Deeper With Personas

Building personas helps focus your efforts toward your ideal client. But once an actual client who meets that idea shows up, are you their ideal firm?

Advisor Webinar: What Your HNW Clients Know (That You Don’t)

The theme of our 2018 whitepapers was chosen to help you pivot with evolving business practices. Let’s quickly review what we’ve learned so far and get a preview to the third. Join our webinar.

Making Business Social Media Personal – Or Not

Respectful suggestion: maybe keep your personal views out of your business social media presence.

#TBT: Holiday Gift(s) in October

Remember last year when we reminded you to plan or pick your client holiday gift while carving pumpkins? We’re suggesting that again. Do it now. With this time to plan you can make a real impact.

Goals-Based: Construction or Communication?

Based on a recent study, it seems advisors are missing a goals-based-investing opportunity in one of two ways. It’s time to better educate clients on their portfolio construction or consider actually constructing goals-based portfolios.

Listening For Inspiration

It’s said that to be successful you should spend five hours per week learning. Some of that time can be spent finding inspiration in the stories of successful entrepreneurs and business owners.

Advisors:  When Sharing Revenue Is Not The Right Answer

If you’re talking succession, both founder and successor should be considering the long term as opposed to current practice. Start a series of ongoing discussions to keep everyone on the same page; these are some points to cover.

Advisors: The Next 90 Is the Most Important

Now is the time to assess where your business is relative to your yearly goals, and get tactical so you can meet them before end-of-year.

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