Articles Published in December, 2011

For More Business, Prospect Fewer Clients

Wednesday, December 21st, 2011

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 a niche. Yet I am surprised by how many advisors I meet who cannot bring themselves to […]


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

Wednesday, December 21st, 2011

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, she has given permission to reproduce her article. To see more about her work or to sign […]


Client management advice from a golf pro

Wednesday, December 21st, 2011

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 to maximize the enjoyment and satisfaction from the work they do. To learn more about Don’s programs, […]


How to Turn a Down Market into Client Loyalty

Wednesday, December 21st, 2011

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 be bad for your client relationships. Will the market bounce right back, or continue going down? Is […]


Two words to get prospects’ attention in 2011

Wednesday, December 21st, 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. And as you give thought to 2011, something you might want to consider is what you can […]


Seven steps to establishing rapport with prospects

Wednesday, December 21st, 2011

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. One advisor’s background in counseling gives him a host of relationship-building skills that you can apply to […]


Don’t Ask For Referrals – Ask For Advice

Wednesday, December 21st, 2011

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. I have used it in many scenarios regarding many services. I have used it in sales presentations […]


A Positive Perspective for Discouraged Clients

Wednesday, December 21st, 2011

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 economy in North America. Add in a generalized “austerity” mindset and a work environment that for many […]


Essential Insights to Share with Clients

Wednesday, December 21st, 2011

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 these that investors look to their advisors for guidance and direction. Note that if clients don’t get […]


New Research on Attracting Affluent Clients Today

Wednesday, December 14th, 2011

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 is to persuade those prospects that they should supplement the advisor they are currently using. This is […]