The advisors who figure out how to work with Generation Z will take your wealthy Baby Boomer clients away. Stop rolling your eyes and listen to why.
I don’t care how many PhDs are going to argue against me; direct indexing is Wall Street’s attempt at squeezing more fees out of the America public using advisors as the pawns.
For years, small accounts have been overcharged and underserved. I’m encouraged, however, by what I see some advisors doing, I wish the rest of the profession were inspired to similarly elevate the value provided for the price charged small clients.
I’ll take an order of flat fees (otherwise known as retainers) with a side of financial planning. Customers are lining up out the door for this.
According to Sports Pro, 112 million people tuned in to watch the Bengals play the Rams in the 2022 Super Bowl. If two formerly mediocre, schlocky franchises can turn that many heads, there’s no way advisors shouldn’t be using more sports in their marketing.
Here are some creative features to add to lazy, unappealing job postings so you can poach talent from your competitors.
There’s so much you can learn from people who are able to create positive outcomes daily from tense situations. Here are four business skills I’ve gleaned from studying the ways of hostage negotiators, and one from the drug dealers who live down the hall.
I’m going to discuss some of the things my highly regarded, elite physician did that I rarely see advisors doing. There are five of them. Let’s start with the story of how I wound up in the cardiologist’s office.
The following seven phrases tell you that someone is lying over email, instant messaging, or text.
A 2020 study concluded that 65% of emails are ignored – and I wouldn’t doubt it’s far from the truth (Ozdoruk, 2020). Try these five techniques if you’re getting crickets after you push “send.”
I haven’t written one of these rips in a while, so I thought as an end of the year celebration I’d bring the “six phrases” series back and the first roast will focus on my personal favorite: brokers.
If your marketing stank this year, follow these simple instructions and make 2022 better.
This is the time when you are preparing an end-of-year/holiday letter for your clients. Unfortunately, fewer than 1% of them are going to derive any meaning from it. Use this template to create a holiday letter with some pizzazz.
Advisors are so worried about what to say to prospects, they run around spending all kinds of time and money and getting stressed about it. Forget all that.
Marketing occurs in the advisory profession in the absence of common sense. Here are five brazen misunderstandings shared by the readers of my articles.
If you’re going to write boring things, at least use more exciting letters. Here are some tips for using the letter “X” if you are xenacious enough to relax and give your marketing some flex.
You will get more results with messy communications. Here’s is how to communicate like a first grader while gathering assets as a consummate professional.
I’m all for showing generosity with prospects – until it crosses the line. Be on your guard for the five things prospects do and avoid getting played like Nintendo.
What do you say after you drop an elevator pitch and you don’t get the response that you want? Let’s talk about it.
This is not a grievance session; no negativity or "canceling" is allowed. The goal is to nurture and provide specific action steps that people can take. It won't just be conceptual; the panel will provide concrete examples of ways that you can improve diversity within your practice by improving accessibility for clients, prospects, staff, and vendors. We will hear directly from a panel of individuals from the diverse populations that are the focus of our talk: Andrew Komarow, Christopher Woods, and Terron Tidwell and moderated by Sara Grillo.
Outshine the competition prior to the first meeting with a prospect using this four-step process.
These commonly abused financial phrases have me rolling my eyes all day long.
To win more respect with prospects and clients, learn how to handle their annoying emails better using my three-question email test.
The financial stress from starting a new advisory firm is no joke, and it sets up outcomes that are potentially disastrous for everyone involved. Here are six ideas for how to start an RIA firm today without living in poverty and having to eat cat food.
Hundreds of prospect meetings, down the drain – and all because I neglected doing this one simple thing. Here is a three-question prospecting survey that you must send out before every meeting with a new lead.
Whenever I talk to financial advisors about autism, the response I get is something like, “Sara, my clients are high net worth individuals. They are not autistic.” Well, think again.
Advisors are lacking when it comes to using the internet to spy on people. Start conducting reconnaissance, and then use these three techniques.
How much clearer would things look from the outside if advisors were willing to tell the whole truth instead of virtue signaling?
Advisors aren’t half as boring as their firm names convey. Read this article, and rename your firm using the process described.
The advisory profession is set up to encourage selfishness and greed. For that to change, compensation must change. These thoughts are radical, so take a seat before you read.
I found that starting a waitlist had unintended positive effects on my business. Here’s why you should do it too.
Should you include Clubhouse in your online marketing strategy for 2021? Here’s my breakdown.
I’m sick of the impoverished language that advisors use when trying to market themselves to business owners. Try these one-liners instead.
Everything you’ve been taught about elevator pitches is wrong. I’m here to show you a much simpler way.
There are times when you are called to advocacy. As a profession, this is one of them. Advisors are the stewards, the informed, the protectors, and if there is a force that stands between the next generation of investors and financial devastation, it is you.
The fundamental concept that you must understand about LinkedIn is this: It is not a meritocracy, it’s an attention-getting contest.
If you could send a one-line email and get a prospect’s attention, how would you do it?
To persuade someone to do something, you have to show them the positive opposite of what they are doing by using this one word.
If you feel like you sputtered around and never got what you wanted out of your marketing plan this year, here are three tips so you can rock 2021 like Eddie Van Halen.
I’m going to teach you how to communicate successfully with any prospect in two sentences or fewer.
My three-question test will let you see if your LinkedIn profile page stinks.
I hear from people all the time who slightly mess up a sales meetings: they get the time wrong, there is noise from pets or kids in the background, etc. But what if you royally screw up?
I can’t wait until the election is over so that these horrible election year clichés will disappear.
Here’s my take on the six worst pandemic clichés that advisors keep using, which are ruining their credibility.
If you get dissed and dismissed by a client you want back, follow these five steps.
Given the upcoming election, advisors are going to be hijacked into awkward political conversations with clients. Here are five ways to handle those cringey dialogues you just don’t want to have.
Any advisor who refuses to clearly present fees on their website cannot claim to be operating a transparent practice.
I’ve always been frustrated by the lack of clarity about what advisors earn. And then I did my own research…
Here are the red flags that your client is sneaking and creeping around with another advisor.
With more advisors turning to social media during the pandemic, your LinkedIn profile picture has to be killer. I’m going to start with some smile basics, and then I’ll describe specific types of smiles and how to pull it off.