Changing the Conversation Part IV: Enhancing the Impact of your Client Discovery Conversation
Whether you are an advisor, coach a team of advisors or lead a division, the purpose of this brief article is to encourage you [...]
A Leadership Dialogue Worth Reading: Balancing the Need to Drive Revenue with Doing What is Right for Clients
Given the breadth of contacts we have in our work in the financial services industry, we are afforded the opportunity to encounter some of the [...]
Changing the Conversation Part III: Transforming the Value and Impact of Client Relationship Review Meetings
One of the things we do quite often in our quest to help our industry raise the bar on the value provided to its [...]
Changing the Conversation Part II: Changing the Planning Paradigm – The Key to Overcoming the Advisor (AND Client) Adoption Challenge
Planning software firms like eMoney and MoneyGuidePro are exponentially growing in terms of the number of firms and advisors utilizing their planning software (with [...]
Changing the Conversation Part I:
Financial Planning – is Yours a Product or an Experience?
Though the DOL Fiduciary Rule is off the regulatory table at this point, its impact on investment advisory and wealth management practices is undeniable [...]
What’s Missing in Financial Services?
Recent research about the financial services industry suggests we have some work to do as to how our industry is perceived by the general public. [...]
Why Most Sales Process Initiatives are DOA
I thought it timely to write about this topic as we have recently run into so many financial services firms who are implementing a [...]
The Real Reason People Mistrust Financial Advisors
By: Lisa Earle McLeod Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling [...]
Improperly Structured Portfolios
In this our fourth in a series of articles about helping clients in the Accumulation Phase of Retirement Planning, we address the fourth root cause [...]
Get Your Estate in Order!
As we mentioned in a previous post, Whitney Houston was having some trouble with estate planning before her death due to complicated family issues. And [...]