Practice Development

Beware of Offering a Second Opinion (Distraction-Proof Advisor Idea Video #27)

Offering a second opinion is not the great prospecting tool you may have heard it is. In fact, it can open you up to all kinds of dangers.

Do This & Expect Success (Distraction-Proof Advisor Idea Video #25)

Have you done everything you need to deserve the right to expect success?

How Are You Answering Clients’ Biggest Question? (Distraction-Proof Advisor Idea Video #23)

No matter what they verbalize, new clients’ biggest question is always, “Can I trust you?” Take these three simple steps to quickly build that vital trust.

Ways To Show Clients You Value Them (Distraction-Proof Advisor Idea Video #18)

Create memorable events to stay top of mind with your clients so someone doesn’t steal that spot.

A Proven Way to Grow Client Capacity (Distraction-Proof Advisor Idea Video #3)

Being predictable may not sound exciting, but the results for your client capacity can be thrilling!

The Habits Behind the Highlights – 2016 Olympic Video Series, Episode 7

We all love to watch the Olympic highlight reels, showcasing the peak of human physical performance. But only focusing on the highlights can cause us to lose sight of the less glamorous, mundane, daily training it takes for the athletes to achieve those highlights and the daily habits we advisors need to develop to enjoy our own career highlights.

When Flying Blind Works

Joel Pierce was an experienced flight instructor, having been on countless outings with student pilots. But this trip was different - the pilot, Jim Platzer, was blind. Joel’s role was to see, interpret, and navigate what Jim could not perceive on his own, and Jim understood he needed to closely follow Joel’s instructions to successfully achieve his objective. As financial advisors we may long for clients who trust us as much as Joel’s pilot, Jim, trusted him. What are you doing to help your clients understand your role and their need to trust you and closely follow your instructions so they can successfully achieve their financial goals?

Is Offering More Hurting You?

With the onslaught of roboadvisors and cookie-cutter portfolio performance reporting shaking up our industry, the most important, non-duplicable differentiator you can offer is personal, relationship-building time with clients. But with so much to do, how do you make that time?

This Message Isn’t For Everyone

Did the title of this post have you rushing to open it? How did you feel when you read that you might not be included in an exclusive group? While we're concerned about receiving relevant information and being up-to-date, we're wired to be more worried about missing out on something...

Limit Your Options

Often advisors are quick to want to tell prospects about the wide variety of services they offer – from retirement planning, to insurance, to stock picking, to annuities, to mutual funds and on and on, thinking that breadth of their activities communicates expertise. But the range can be so broad that prospects can’t really get their heads around what the advisor does, much less understand how the advisor can specifically help them.