Comments for AdvisorAnalyst Practice Growth

Comment on Seven Critical Words to Share with Top Clients by Daniel Zwicker

Daniel Zwicker — Thu, 15 Dec 2011 13:43:38 +0000

Laser accurate!

It yields client gratitude.

Financial compensation while essential, is transitory.

Genuine client gratitude we can retain forever.

Letting people know you appreciate them is a key factor in developing longterm client gratitude.

Dan Zwicker
Toronto.

Comment on Why a Simple Email is Today’s Best Prospecting Strategy by AdvisorAnalyst

AdvisorAnalyst — Wed, 07 Sep 2011 18:09:53 +0000

Marcus, You bring up a good point — what you can do vis-à-vis the copyright issue is to excerpt the articles (three paragraphs) and provide a hyperlink to the source article so that it can be read in its entirety, Also, it would help to choose 1–3 relevant paragraphs from the selected articles to highlight the point of sharing the article.

Thanks! Pierre Daillie, AdvisorAnalyst.com

Comment on Why a Simple Email is Today’s Best Prospecting Strategy by Marcus Michles

Marcus Michles — Wed, 07 Sep 2011 16:58:33 +0000

A great article. Only I have a question about sending out copyrighted material in that fashion to so many people.

Comment on How an Advisor Doubled New Clients by Investing 15 Minutes a Week by David McDonald

David McDonald — Wed, 22 Jun 2011 16:04:18 +0000

The fellow squeezed all of that into 15 minutes a week? I think that someone is guilty of a little hyperbole; or even even imagination.

Comment on A Question to Engage Client Accountants by Michael Koff, CA

Michael Koff, CA — Wed, 09 Feb 2011 22:32:56 +0000

Hi Dan! I'm an accountant in Toronto and your comments are right on! Accountants are distrustful by nature because they're always playing buffer between their client, and what in many cases is a bunch of run-and-gun mavericks, trying to relieve their client of some of his hard earned money. Once they trust you, they will let you in and can become your best source of referrals. This takes time, so don't rush it and Dan I think your advice is a perfect way to do this. A big part of our focus as a firm is in helping our clients grow their net worth. As such we have frequent meetings with their investment advisors as we're on the same team. Having said that, it puts more onus on advisors, as we expect them to do more than just show up and try to pacify us with platitudes. In my experience, many advisors don't actively look at their clients' portfolios and in some cases the investment decisions are made by others in their business. As a firm, we can tell in a moment who's on their game. The more you're on your game the faster the process will happen for you.

Comment on How Often Should You Bring Up Referrals? by Steve Wershing

Steve Wershing — Wed, 02 Feb 2011 16:23:43 +0000

Dan,

I appreciate your approach to professionalizing the gathering of referrals. I have more concerns about directly asking for them since Julie Littlechild published her newest study, in which she reinforces that referrals don’t generally happen when the advisor asks, but when the client is asked by friends and associates. Reviewing her results, it reinforces my belief that the more productive approach is not to ask for referrals, but to prepare the client for when the opportunity to refer arises. Is it possible we are better off not asking at all, but taking a fundamentally different approach of always reinforcing your unique value and target client instead?

Comment on A lesson on managing expectations by Steve Wershing

Steve Wershing — Mon, 24 Jan 2011 21:50:15 +0000

We know we have to meet or exceed client expectations to maintain and deepen our client relationships. Yet we so often fail to set them or find out from clients what they are! Asking what clients expect out of a given encounter or indicating what a client can expect is so simple and so seldom done. Nice post, Dan!

Comment on 11 Principles of Maintaining Client Trust: The Key to Long-Term Success by Paul Rutherford

Paul Rutherford — Tue, 18 Jan 2011 23:09:50 +0000

How to become a trusted advisor: there’s an utterly compelling masterclass playing at your nearest multiplex right now!

http://www.paulrutherford.com/advice-fit-for-a-king/

Comment on Year end letter for clients… Investment advice from Winston Churchill by Mario

Mario — Thu, 16 Dec 2010 20:01:34 +0000

I really liked it as it provided insight into what to expect in 2011 and beyond while still keeping it somewhat personal and relevent to today.