Join Dan Richards today, Tuesday, December 2, as he presents a webinar on how to propel your business forward in 2015. To register, click here.
A lot has been written about how to start your day, but in a free webinar Tuesday afternoon December 2, I will explain how a simple change in how you end your day can add positive new habits to your daily routine.
Advisors frequently ask me for new ways to get referrals and attract clients. But here’s the reality: what keeps advisors from moving forward isn’t the lack of ideas -- in fact most advisors are drowning in ideas. Instead, what keeps you from advancing your business is failing to act on the ideas you already have on your to-do list.
The premise of the webinar is quite simple: the five minutes at the end of the day make a difference.
Jerry Seinfeld's advice on propelling your business forward
Tuesday, December 2, 2014
4:15 pm ET
We've all had the experience of starting off the New Year with good intentions only to find ourselves quickly abandoning our resolutions. In this webinar, you'll learn about new research that will allow you to stick to resolutions and build momentum in the first quarter of 2015 that will propel your business throughout the entire year.
What this webinar will cover:
Research on why good ideas and good intentions don't translate into change
Proven best practices to make change happen
A five-step plan to build 90 day momentum in your practice
Dan Richards is an award-winning faculty member in the MBA program at the University of Toronto. His book Getting Clients, Keeping Clients: The Essential Guide for Tomorrow's Financial Advisor is an international best seller that was recognized by LIMRA as the best resource for financial advisors on the subject of client communication. Dan holds a degree in economics from McGill University and an MBA from Harvard Business School.
Making new habits happen
In the webinar I’ll cover five steps to adopting a new habit, whether the routine is designed to get a better return from client meetings, following up with prospects more effectively or making your team more productive. As an example of these steps, here’s what it would take to adopt the habit of regularly talking to aging clients about relationships with their spouses and adult children:
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Awareness:
In the past two years, three of my top clients have passed away and I’ve seen substantial assets leave as a result. This can’t continue. I have to make a change.
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Commitment:
In the next 12 months, I will make it my top priority to establish relationships with the spouse and children of at least 10 of my top 20 clients.
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Plan:
I will invite top clients and their families to lunches and dinners with speakers targeted to the issues of transferring assets across generations. At review meetings, I will share articles on the disruption that results if discussions on inheritance plans don’t take place, and I will offer to facilitate conversations with top clients and their families.
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Action:
I will ensure that my assistant organizes two client events in the coming year on transferring assets across generations. I will add conversations about family finances to the agenda of every meeting with a client who has a spouse and/or adult children.
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Feedback and reinforcement
As part of our quarterly, monthly and weekly planning sessions, my team will go through my top 20 clients and discuss where we stand on building relationships with their spouses and children.
