Show Don’t Tell. Use Content to Distinguish Yourself from the Crowd

Oct 12, 2017

If you have a great close rate but still want to grow, you should up the number of prospects coming through the door in the first place. Invite them in with what you know.


Are We There Yet? When Does the Market’s Trip To New Highs End?

The ongoing bull market climbs on, but for how long? Here are possible reasons why it could continue and the reasons why it could not.


Advisor Holiday Gift(s) in October

If each year you’re late to plan or pick your client holiday gift, I’m reminding you: do that now. With this time to plan you can make a real impact this year.


How Advisors Can Make a Splash with the Silver Surfers (aka Boomers) on Facebook

A successful social media tactic is being available and present on the same platforms as your target audience. Not so much “build it and they will come” as it is “let me build over there, where they are”. If your target market includes Baby Boomers, Facebook is the place to be.


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.


Purposeful Recruitment for the Future of Our Profession

Sep 26, 2017

Many of the millennial advisors we do have happened upon our profession accidentally. Though our research does show if we get to them early – in college – we can peak interest and encourage new recruits.


Equifax: A Teachable Micro-Moment for Advisors

Sep 21, 2017

I see a teachable moment in how advisors reacted – or didn’t – to the recent Equifax news.


Insider’s Forum 2017 – Advisors’ Glasses Are Half Full AND Half Empty

Sep 19, 2017

Bob Veres’ Insider’s Forum 2017 had something for everyone – from cybersecurity to roboadvisors, from emerging wealth to internet-driven investing, and from mutual funds to a sure-to-be hit song, The Fiduciary Blues. (Really.)


Another Perspective: Client Advisory Boards Deliver More Long-Term Value than Focus Groups

Sep 15, 2017

I love a good debate – because we all benefit from the discussion. Steve Wershing of The Client Driven Practice, weighs in on the value of advisory boards (which differs from mine). Who do you agree with?


Feelings, Nothing More Than Your Clients’ Feelings (About Risk)

Knowing your clients’ risk profile is important, but understanding how your clients FEEL about those risks could be the key to longer, stronger client relationships.





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