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   Behavioral Finance
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Competing for Referrals
By Dan Richards*
January 12, 2010

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Other Articles by Dan Richards


Client Communication

An Alternative Way to Conduct Client Reviews
Building Personal Connections with Clients
Communicating in a Sound Bite World
Five Steps to an Effective Portfolio Review
Five Steps to High Impact Client Meetings
How to Consolidate Client Assets
Lessons from the Loss of a Multi Million Dollar Account
Listening for the ECHO in Client Calls
Tackling Today’s Number One Client Challenge
The Power of Proactive Client Calls
Thirty Seconds to Better Client Conversations
Three Powerful Words in Client Conversations
Three Ways to Inspire Clients
What to Say When You’ve Said It All
The Best Way to Thank Clients for Referrals

Investment perspectives

Behavioral Finance Traps En Route to Investment Success
In Search of Unconventional Thinking
The Case for Optimism
The Pendulum Never Stops…
The True Cost of Volatility
Three Myths of Market Underperformance


A Prospecting Tip from Barack Obama
A Wakeup Call for Advisors: Turmoil at the Top of the Market
Becoming the Fall Back Advisor for High End Prospects
Getting Prospecting into First Gear
Tapping into Today’s Number One Client Concern
Tapping into Your Prospect’s Hot Buttons
The End of Prospecting
Three Easy Steps to Effective Networking
Three Steps to a Referral Conversation that Works Today
Turning Corporate Downsizing into Prospecting Success
Using Case Studies to Make Your Case
Six Words that Open the Door to Accountant Referrals

Practice Management

Avoiding the Black Hole of Business Planning
Cleaning up Messes
Client Gifts that Stand Out
Developing an Optimistic Outlook
Lessons from Winning Athletes
Structuring Your Day for Maximum Productivity
Tips for Motivation in 2009
Turning Intention into Action
Work Smart by Building Thinking Time into Your Day
A Lesson from Lawrence of Arabia

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