Archives for December 2011

Monthly Archives: December 2011

Speaking Narrow
My Practice

For More Business, Prospect Fewer Clients

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

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

 Printer-Friendly Version  Email This Article 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 ...
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dan-r
My Practice

Client management advice from a golf pro

 Printer-Friendly Version  Email This Article 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 ...
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Speaking Narrow
My Practice

How to Turn a Down Market into Client Loyalty

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

Two words to get prospects’ attention in 2011

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards My Practice

Seven steps to establishing rapport with prospects

 Printer-Friendly Version  Email This Article 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 ...
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Speaking Narrow
My Practice

Don’t Ask For Referrals – Ask For Advice

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards My Practice

A Positive Perspective for Discouraged Clients

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

Essential Insights to Share with Clients

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

New Research on Attracting Affluent Clients Today

 Printer-Friendly Version  Email This Article 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 ...
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danrichards
Dan Richards

A simple strategy for more effective meetings

 Printer-Friendly Version  Email This Article Advisors have two competing and contradictory imperatives when meeting with clients.On the one hand, it’s essential to establish an emotional connection and have clients feel truly listened to. You do this by engaging ...
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danrichards
Dan Richards

Getting a reading on how clients feel

 Printer-Friendly Version  Email This Article 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 of months ago I asked this client ...
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Speaking Narrow
My Practice

Do You Ask For Referrals? Would You Hire A Plumber That Randomly Showed Up At Your Door?

 Printer-Friendly Version  Email This Article 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 referrals happen. But also because we ...
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danrichards
Dan Richards

Motivating Older Clients to Act

 Printer-Friendly Version  Email This Article As people get older, most become more risk averse and resistant to change; less venturesome and less inclined to move outside their comfort zone. While there are stories of Canadians in their 70s, ...
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dan-r
My Practice

Seven Critical Words to Share with Top Clients

 Printer-Friendly Version  Email This Article 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 one important sentiment and seven critical words that ...
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