New Research on Communicating Financial Planning Content in a Short-Attention-Span World
Today, most clients are overwhelmed by the barrage of messages vying for their attention. This webinar will highlight research on what leads to effective persuasion in a sound-bite world, particularly when it comes to complex topics like financial planning, investing and economics:
- effective persuasion in today's economic environment
- how to motivate clients to make better investment decisions
- why an agenda can make financial planning meetings more effective
- using storytelling to keep clients on track and avoid unnecessary risks in choppy markets
- getting client emails opened and read to effectively communicate essential financial planning information
- tapping into the power of visuals for investment, economic and financial planning decisions
- less is more... the P&G one-page memo rule at work in a fast-paced market
How Successful Advisors Build a Pipeline of Prospective Clients – And How You Can Too
For most advisors, the days of quick conversion from an initial conversation with prospects to them becoming clients are over – many prospects are taking months and sometimes years to make the move. This webinar will discuss how successful advisors are adapting to that reality by building a pipeline of future clients. You’ll hear best practices and success stories featuring:
• Why it’s critical to adopt a “pipeline mindset”
• How to get prospective clients into your pipeline
• Moving prospects through the pipeline
• Getting prospects in your pipeline to become clients
How Nobel Prize-Winning Insights Shape Client Behavior
In the last fifteen years, the Nobel Prize for economics has twice been awarded for research in the field of behavioral insights – Daniel Kahneman in 2002 and Richard Thaler in 2017. And a third Nobel Laureate, Robert Shiller, is also associated with research that challenges the rational view of investor behavior.
In this 60 minute webinar, Dan Richards will outline how advisors can tap into behavioral insights to improve decision making by existing clients as well as to attract new clients. In this webinar, Dan will touch on:
- Kahneman’s work on mental shortcuts
- Thaler’s research on how defaults can improve client behavior
- Robert Shiller’s insights on the importance of narratives
As well as:
- The benefits of delaying decisions
- Why pre-commitments can get you in front of prospects
- The impact of shifting timeframes on client preferences
- How peer comparisons can shape client decisions
How to Fire Difficult Clients
When dealing with problematic clients, there is no cookie-cutter formula that works all the time. But by getting clarity on and being proactive in dealing with what is causing the issue, you will manage the damage from problematic clients for you, your team and your practice.
The Fatal Flaws with Financial Planning – and How to Fix Them
Many advisors invest large amounts of time developing financial plans for clients – yet research shows that most clients see limited value in their plans and 80% of recommendations in financial plans aren’t acted on.
In this webinar, 30 year industry veteran Dan Richards will outline the flaws in financial planning as practiced today and the changes needed to fix those flaws. Among the things Dan will talk about:
- Eliminating the words “financial plan” from your vocabulary
- Incorporating updates into the center of annual reviews
- How planning as currently practiced breaks a fundamental law of motivation
- Why you should incorporate non-financial issues into the planning process
- The best possible positioning you can have in your clients’ eyes
Dan Richards is author of the best seller Getting Clients Keeping Clients: The Essential Guide for Tomorrow’s Financial Advisor, recognized as the best resource for client communication by leading industry association LIMRA. Dan built and sold two businesses in the financial industry and served as CEO of a broker dealer with 3500 advisors. Today he is an award winning instructor in the MBA program at the University of Toronto.
Dan will answer attendees’ questions during the webinar and will be available to continue the discussion on APViewpoint.
Why Clients Ignore Your E-Newsletters
Even if you don’t mislead or offend clients, if you bore them, the time and effort to communicate with clients is wasted. There are six components to doing a great job of communicating online. While some advisors get two or three of them right, almost no one nails all six … and as a result, you aren’t getting the return that you could.
Three Steps to Dramatically Happier Clients: Lessons from the Airline Industry
Every advisor wants clients to be 100% satisfied, especially those top clients who drive profitability. It takes three things to ensure that your very best clients feel well served. Regrettably, most advisors do a mediocre job on the first two and an abysmal job on the third.
The Decision that Will Determine Your Success
Historically, the key to attracting clients was telling your story in a compelling fashion. Going forward, being articulate and persuasive will still be important – but not as much as having a differentiated and compelling story to tell in the first place. In fact, only those advisors who offer truly differentiated value to clients will be successful.
Why Successful Advisors are Exiting the Business
When I talk to advisors whose businesses are growing, I am struck by the extent to which they’ve changed and adapted the way they work. It’s not just that the things that made you successful in the past won’t lead to success in future. More alarming for many advisors, continuing to do the things that you’ve done to this point is a guaranteed prescription for failure.
A Thanksgiving Thank You that Stands Out
Every advisor wants clients to feel acknowledged and appreciated. Despite that, many clients feel that they are just one of many names and faces that their advisor deals with and are unsure just how much their advisor values their business. With Thanksgiving approaching, here’s an effective way to say ‘thank you’ to your clients.