Client profiling is an important skill and a tactic that allows you to deepen the client relationship and provide great client service at every client interaction. David Greene, Managing Partner at Greene Consulting for over 20 years, has extensive experience in working with advisors across the country helping them hone their skills and approach to…

A LESSON IN LEADERSHIP FROM MY KIDS AND BASEBALL Sports has long been considered a foundry in which many of life’s principles of competition, courage, and overcoming hardship under pressure are forged.  Likewise, children have been credited by many parents as teaching them, the parents, lessons when they, the children, were the intended pupils.  Almost…

Regardless of the industry, the most important objective of any business is keeping the client. In our industry, the evidence that committed clients are more profitable is irrefutable because committed clients tend to consolidate all their financial business and provide referral opportunities with their “trusted advisor”. Take a moment to think about your business while…

Financial Plan Development Course The CFP Board is adding a new component to the educational component of CFP® Certification.  Beginning in 2012, the new Financial Plan Development course will become required of all educational providers.  The purpose of the new course, as stated by the CFP Board, is “… to require the financial planning student…

INCREASING THE DESIRE FOR YOUR LEADERSHIP Read Part 1 and Part 2 – The preceding example of building common ground, while focusing on empathy, also helps them see the same issue from a different and more meaningful perspective, which is another of those catalysts that helps minds to change.  Perspective is a wonderful thing.  My…

Featuring Leonardo Inghilleri and Daniel Greene If given the opportunity to speak freely, what would your clients say about the service you provide to them? Would it be something you would want other people to hear? Great client service is a trait that people are becoming increasingly aware of and expect. It is a critical…

INCREASING THE DESIRE FOR YOUR LEADERSHIP Read Part 1 – As leaders, we are constantly trying to find ways to modify behaviors of our salespeople that will, in turn, drastically improve their selling efficiency and effectiveness, which will ultimately increase their sales results. ______________________________________________________ …people are rarely made to change their minds ______________________________________________________ Our position…

INCREASING THE DESIRE FOR YOUR LEADERSHIP Years of observing human nature and being involved in a profession where persuasion is a coveted skill have led me “kickin’ and screamin’” to a conclusion.  People infrequently change their minds.  You’re probably thinking, “Who are you kidding?” My __________ (fill in the blank) changes his/her mind more often…