Marketing to Your Clients’ Children
Your clients’ children will be the largest-inheriting generation on record, plus many of them are high-income earners with great COI potential. Not to mention, they want and need your advice. It’s a natural evolution of your relationship with the parents. Ultimately, if you’re providing holistic wealth management, you’ll need to work directly with them. We […]
7 Must-Have SOPs for Financial Advisors
People often ask us – what makes an elite team “elite.” Put simply, they live in a constant state of self-improvement, making seemingly small changes to the way they attract and service affluent clients. For example, an elite team might decide that all new clients should get a technology walkthrough to help them understand the […]
Lead Your Team into a Winning Mindset
After 40-plus years of writing columns, I still find myself amazed by where inspiration comes from. Recently, I was in a discussion with a group of friends and talked about people throughout history whom we each admired. I couldn’t help myself and steered them into a lighthearted version of a role model exercise I frequently […]
5 Simple Steps to Social Prospecting Success
Following a recent presentation in Chicago on Five Unstoppable Affluent Trends, time was allotted for Q & A and discussion. This was a free-flowing conversation with a group of top Wealth Advisors from the Midwest. Trend #2, which was “The affluent are willing to work with friends”, took the discussion down an interesting path. It […]
Ready to be a Full-Service Wealth Advisor?
I recently thought back to a conversation I had with Mark, one of our long-term coaching clients. He explained to me, “When you told us that today’s affluent want their financial advisor to serve as their financial quarterback, I took that to the next level. I’m not just connecting them with accountants and attorneys, I’m […]
How Financial Advisors Can Deliver a Video Script Like a Pro
Advisor: “My firm is allowing us to do video but we have to use a pre-approved script.” Me: “That’s awesome!” Advisor: “But I don’t want to look like I’m reading.” Me: “Then don’t. Learn how to deliver a script naturally.” [queue record scratch] The truth is, most compliance departments require a pre-approved script (or at […]
5 Google Tips for Financial Advisors
Google searches are fairly predictable. Google will tell you the average number of people who search for various phrases each month. For example, 320 people search for “financial advisor Charlotte” each month. That’s pretty helpful in making the decision to get involved. It also shows how competitive a certain search term might be. It’s time […]
4 Tips for Strengthening Team Member Accountability
One of the biggest challenges team leads face is strengthening personal accountability of team members. This is critical in maintaining a healthy and productive work environment. As the team leader, you have the responsibility to ensure that everyone is accountable for their actions and the outcomes of their work. The following are four best practices […]
Who Searches for a Financial Advisor on Google?
It’s a marketing crime not to be on page one of Google when someone searches for “financial advisor near me.” Those running this search are actively in the market for a financial advisor – and there are lots of them. For some, this isn’t surprising as technology is now infused in all aspects of our […]
10 Mindset Hacks for Financial Advisors
In today’s environment, it’s easy to get sucked into a negative mindset. Whether it’s the time of year, the markets, or the 24/7 news cycle, there is plenty of negativity to go around. We must remember that our mindset is within our control. We have the power to shape and influence our thoughts, attitudes, and […]
