Archives for December 2011

Monthly Archives: December 2011

My Practice

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. ...
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Dan Richards

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

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 co ...
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My Practice

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. ...
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Dan Richards

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 o ...
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Dan Richards My Practice

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

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 mento ...
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Dan Richards My Practice

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 ...
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Dan Richards

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 ...
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Dan Richards

When it comes to winning new clients, historically most advisors have tried to persuade prospects of the need to replace their existing advisors. But ...
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Dan Richards

Advisors have two competing and contradictory imperatives when meeting with clients.On the one hand, it’s essential to establish an emotional connecti ...
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Dan Richards

Recently I spoke to an advisor still agitated after a client had pulled his account.”What really annoyed me” the advisor said “is that just a couple o ...
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My Practice

I am opposed to asking for referrals. For all kinds of reasons. I do not believe in asking primarily because it attempts to hijack the natural way ref ...
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Dan Richards

As people get older, most become more risk averse and resistant to change; less venturesome and less inclined to move outside their comfort zone. Whil ...
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My Practice

Successful advisors focus as much time as possible on talking to their top clients. Even in cases where advisors talk to clients frequently, there is ...
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