Archives for December 2011

Monthly Archives: December 2011

Speaking Narrow
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 not to pursue good prospects. A lot has been written about target marketing and having ...
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danrichards
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 impressed me. Written by Katherine Vessenes, a lawyer and well known consultant to successful advisors, ...
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dan-r
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 shares a conversation with a successful golf pro that provides important insights for advisors looking ...
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Speaking Narrow
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, wiped out this years gains. While this is bad for portfolios, it doesn’t have to ...
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danrichards
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 opportunity   to reflect on the last year and to think about the year ahead. ...
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danrichards
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 a little more time to get to know you before committing to your investment process. ...
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Speaking Narrow
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, my coach and mentor and my predecessor in doing client advisory boards for financial advisors. ...
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danrichards
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 returns for ten years and counting, severe debt problems in Europe and a slow growth ...
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danrichards
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. That’s true of us and it’s equally true of our clients. It’s in times like ...
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danrichards
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. But new research from the United States shows that today an easier course of action ...
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