Archives for December 2011

Monthly Archives: December 2011

My Practice

For More Business, Prospect Fewer Clients

It is utterly against the DNA of most advisors, but if you want to be a success at attracting referrals you must choose ...
Read more 0
Dan Richards

Why Your Sales Process No Longer Works—And What to Do About It

I have a regular column in Horsesmouth, the leading online practice management resource for US financial advisors. Recently, I read an article that ...
Read more 0
My Practice

Client management advice from a golf pro

Today features a guest column from Don Connelly, a veteran US consultant to financial advisors on sales and marketing. In this column, Don ...
Read more 0
My Practice

How to Turn a Down Market into Client Loyalty

During the last month stock market have dropped and gyrated; some days by a whopping 5%, and in the case of many clients, ...
Read more 0
Dan Richards

Two words to get prospects’ attention in 2011

Two words to get prospects’ attention in 2011 For many advisors, the holidays aren’t just a time to relax – they’re also an ...
Read more 0
Dan Richards My Practice

Seven steps to establishing rapport with prospects

The article below first appeared in the U.S. advisor website Horsesmouth.com and is reproduced here with permission. These days potential clients may need ...
Read more 0
My Practice

Don’t Ask For Referrals – Ask For Advice

Let me introduce you to the most powerful business building question I ever learned. The question was taught to me by Bruce Peters, ...
Read more 0
Dan Richards My Practice

A Positive Perspective for Discouraged Clients

These days, it often feels that we’re totally enveloped in a mood of pessimism. At one level, that’s understandable; start with subpar market ...
Read more 0
Dan Richards

Essential Insights to Share with Clients

As European debt woes continue to dominate headlines, it’s hard for this not to have an impact on our mood and our outlook. ...
Read more 0
Dan Richards

New Research on Attracting Affluent Clients Today

When it comes to winning new clients, historically most advisors have tried to persuade prospects of the need to replace their existing advisors. ...
Read more 0