The Scenario There’s an old story about the future of air travel; the pilot’s job is fully computer-controlled from before takeoff to after landing yet, as the story goes, every flight has a human pilot and a dog in the cockpit. The dog’s job? Bite the pilot if they touch any of the controls. Here’s…

Schedule a Call While there’s some political debate about being in a recession, it’s quite evident that either way we’re facing a potentially declining and volatile market. That signals bad news for your practice—or does it? Whether leading a team, a firm, or managing your own practice, you have the power to choose—you can either…

Schedule a Call Pre-call planning, once perfected, is one of – if not THE – most powerful practices we know of to accelerate revenue growth while enhancing your teams’ ability to consistently deliver truly differentiated value in their prospect and client calls Yet, the reality is that many do not even do pre-calls prior to…

Schedule a Call Generate high-quality referrals from Commercial Bankers using this information. One of the top priorities we consistently hear from wealth advisors is to generate more leads from Commercial Banking.  Makes total sense, as commercial clients (business owners) provide the greatest opportunity for growth on the wealth side of the business, as these clients…

Schedule a Call In our last few blogs we’ve been highly focused on the topic of EQ.  The reason for that is because we are clearly recognizing that in today’s world of wealth management, EQ skills are proving to be the key differentiator that separates the best advisors from the rest. In our February blog,…

Does EQ really matter? And what IS EQ? Is it simply about having good “people skills”? Or is it more than that? And is it worth working on and perfecting these skills? Our firm recently concluded our first Forum, collaborating with 16 advisors from various firms across the industry to help them further develop and…

The Intangibles A few weeks ago the leader of a successful RIA we work with called me about our last blog, What Makes a GREAT Advisor.  He said he completely agreed with the claim we made that if the skills, disciplines and practices addressed in that blog are mastered, you’re sure to have a highly…

In July we posted a blog titled “Re-Imagining the Wealth Management Experience: Advisor2.0.”  In this blog we described the fact that the experience required to be competitive in today’s wealth management landscape has evolved, requiring more breadth, depth and skill of advisors.  Interestingly, this was one of the most popular blogs we have ever posted,…

How will you differentiate and drive growth in the modern era of wealth management? I will start out here by stating the obvious – the wealth management industry is changing, and changing at break-neck speed. But what is not so obvious is that the majority of advisors we see out there continue to prospect, serve…

Between 85 and 90% of sales training has no lasting impact beyond 90 days. Sales Benchmark Index Recently, we were asked by a Private Banking Executive Leader, “What questions can you share that would help us ferret out training and development opportunities?” As confirmed by the statistic above, traditional training programs do not result in…