How come advisor welcome packets read more like a court summons than a warm, friendly bear hug?
Most people think desperation is a bad thing. I say the opposite; it’s the origin of massive success. Even if you feel like you’ve “made it,” there’s always somebody smarter who can put you out of business.
Bad keynote speaker selection is one of the biggest ways to mess up an advisor conference. Across the board, advisor event committees are paying speakers the wrong amount of money (most of the time it’s too much) due to lack of a scientific approach to hiring.
Industry leaders tell us what not to say with female clients and what women want in an advisor. What is virtually unanswered, though, is how advisors can meet female prospects. From the perspective of someone who is female and was an advisor, here’s what I would do.
Happy New Year everybody! If you’re using these six phrases, stop before they become 2019’s newest clichés.
As the Breadbasket transforms into a frozen glacier, I pay homage to all the advisors who hail from that part of the country. Okie dokie? Here are the facets of Midwestern style I’d love to see you bring into your brands.
Here’s why and how advisors should wear cologne, as well as my top picks for a variety of styles and price points.
Whenever I’m interviewed to be a keynote speaker, I get asked the same questions. None of them are particularly revealing. To find a speaker who will rock the stage, here are the questions you need to ask.
The way advisors are getting compensated is changing and this creates opportunities to expand your firm. To make more money in 2019, that means – you guessed it – leveraging technology to the max.
Many advisors tell me that television appearances are a valid marketing strategy. But TV is more about feeding your ego and the appearance of superiority. Nevertheless, here’s how to use TV exposure in concert with other more viable, modern, down to earth and affordable marketing strategies.
Does this make you cringe as much as it does me?: “The finest compliment one can receive is a referral to the family or friends of a client.” If you’re using it, admit that it never works. Here’s a better, classier way to ask for a referral that won’t put you on the social offender list.
Breaking away is a messy business divorce — and, just like divorce, millions of people say they want one, but far fewer file the petition or make it to the courthouse.
Is your out-of-office message conveying the holiday spirit? If you’re most people, the answer is ”no.”
Here are some ideas for meeting prospects in a transient setting such as an airport, bus terminal, train station, doctor’s office, Starbucks coffee lounge, etc.
I recently gave a keynote talk to advisors about how to best communicate with millennials to facilitate the intergenerational wealth transfer. I was asked some very perceptive questions that brought to light answers many in the industry will benefit from hearing.
Everyone says the holidays as the dead zone for client acquisition, but I take the opposite view. What better opportunity to meet new clients than when socializing with people who already know and trust you? The problem is that most advisors mess it up by saying the wrong things.
The human brain hasn’t caught up with our pace of life. To get more people to do business with you, communicate in a way that accommodates the attention deficit that prevails.
I cannot think of a bigger waste of money than advisor marketing brochures. They stink. Here’s how to create collateral that the recipient will actually read.
If you’ve ever felt trapped by a prospect’s sudden objection, here’s how to respond in a witty and disarming manner that gives you back control of the conversation.
One word can ruin an entire email and one email can ruin a relationship. Here are eight phrases that will stop prospects from wanting to do business with you.
To turn your prospects’ heads, try these fun options to thank and impress them.
They get a bad rap, but compliance officers don’t deserve all the blame. Are you provoking them? If you’re doing these things, you are creating your own compliance nightmare.
If you're not focusing on Generation X, you are overlooking the biggest opportunity to establish relationships with those who are more financially qualified than Millennials and inheriting the Boomers’ money.
To get CPAs to like you, there’s no more powerful tool than empathy. Here’s what is going on in the mind of the CPA when you approach them to be a source of referrals.
In this webinar we will cover the essential role centers of influence (COI): attorneys, estate planners, accountants, and other professionals play in the planning process and how advisors can best interact with them. We will focus on overcoming the critical hurdle with many COIs: a reluctance to partner with an advisor and how these relationships benefit your mutual clients to support your business.
Sara will answer attendees’ questions during the webinar and will be available to continue the discussion on APViewpoint.
Conference booths are by far the #1 most archaic form of marketing. Throw that booth application form in the trash bin. Here are better ways to spend your conference-marketing dollars.
Seniority works in the advisor’s favor, but not when looking “too old” brings on age discrimination and deters clients from working with you. Here are some ways to address that without using Botox or plastic surgery.
While I am grateful to see many advisors (both female and male) focused on serving women, here are a few ideas to connect more deeply and powerfully.
September is life insurance awareness month so I thought I’d celebrate by cautioning against the worst clichés frequently used when selling insurance.
No fee model is 100% free of conflict, but retainer or flat fees are close to achieving that goal – and are very popular. Yet it is hard to make both the advisor and client equally happy. How do advisors set this up in a way that sustains their practice in alignment with the value they provide, yet charges the client fairly?
Here’s a powerful strategy that advisors who hold the CFA® designation can use to build their brands and monetize their credential.
I interviewed two very successful businesspeople. Here is how to get meetings with these kinds of super-rich individuals – and what advisors should never do.
Here is my list of the five tackiest depictions of retirement. Are any of these pictures on your website?
There’s nothing worse than the feeling of throwing money down the drain. Unfortunately this is the experience that most advisors have with marketing. If you haven’t gotten the results you wanted in 2018, here is where you went wrong and how you should change your marketing budget in September to fix the problem.
I’m not currently a dog owner or an advisor anymore; but if I were, my dog would absolutely be a prominent component of my marketing strategy.
Bearing and raising children can set you back or it can be the catalyst for better performance and higher earnings. Ever since having kids I’ve become more successful in my career and it has a great deal to do with my willingness to challenge the myths about being a working mother.
The car you drive isn’t just a status symbol. In the age of digital communication, Bluetooth and wired vehicles, advisors can use their cars to drive leads by converting boring downtime during a commute into active prospecting.
Having a beard is a great way to set yourself apart and grow your business.
It’s one of those things you’re told never to do. But here’s an example when crying in front of a client led to a breakthrough I never would have made dry-eyed.
For advisors who work with people in transition, there is no more transitory place than an elevator. Here’s how I nabbed a prospect while scaling 20 floors – and some steps you can follow to meet prospects in an elevator.
The fact that millennials are the next generation of wealth is well-documented. What remains to be explored, however, is how advisors can best design their practices to communicate with Millennials as clients. Using the right words is an important part of reaching this population. Advisor language has typically been dry, impersonal, and full of cliché and jargon. This has to change if advisors want to retain assets and succeed with intergenerational wealth transfer within their books of business. If not, fee compression and roboadvisors pose a very large competitive threat.
This seminar will teach advisors what they need to know about how to communicate effectively with Generation Y. It will cover:
Just as investors have beliefs that limit their ability to grow their portfolio, advisors have beliefs that limit their ability to grow their practices. Those who overcome resistance get the most business. Here’s how the cycle of resistance works and what you can do about it.
Roboadvisors don’t cause fee compression; when used correctly by advisors, they are the solution.
With stints at firms such as Hightower and United Capital, Todd Eklund has worked with some of the largest RIA firms. Having seen and observed some of what works and what doesn’t in the advisor space, I thought his perspective would be valuable to RIA firms considering outsourcing to a TAMP.
Looking spiffy for work as an advisor doesn’t mean taking out a second mortgage on your home. Here are some high-end brand picks that I saw at my local Goodwill store.
Advisors need a shot clock to keep their sales and marketing efforts on point. What if every 24 hours, you have to get a new prospect in the pipeline or your competitor gets a shot at them?
If your brand is failing to connect with affluent prospects, here’s a glimpse inside their minds.
Here is the number one lie that advisors tell themselves and the rest of the world about retirement: Nowadays people are living until they’re 90!
Find a good external manager, take the cut on fees and outsource the management of your investments. Then turn around and be obsessively thorough with your marketing efforts. In the long run your practice will be better for it.
It’s not just smaller advisor firms with limited marketing resources that can use podcasting to deliver their messaging to affluent prospects and clients. Big firms can easily leverage the potential of podcasts. I recently started a modestly successful podcast, so here are my suggestions for those who are thinking of doing the same.