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…

The Scenario Laws enacted by those ladies and gentlemen we send to Congress are seldom a panacea for all. The 2022 Inflation Reduction Act certainly fits that mold, as will be evident when we summarize the winners and losers under the Act. But first, here’s a quick editorial note—as with all of our articles, the…

Why do many small businesses fail after a transition to new leadership? Because the business owner did not plan the transition! Sadly, these business failures can often be traced to wholly preventable causes. So how should a savvy advisor with business owner clients or prospects respond to these avoidable causes of business failure? Use this…

The Scenario Your client received a Restricted Stock Award (RSA). So naturally, they have questions that may range from the basics to maximizing the after-tax value. This article reveals how RSAs work, their pros and cons, and tax issues. How RSAs Work Restricted Stock Awards (RSAs) are a form of equity-based nonqualified deferred compensation granted…

The Scenario Your client was granted incentive stock options (ISOs) by their employer. If your client is like many, the next question could be, “what are my next steps?” The next steps would generally include a brief review of what ISOs are and how they work. We’ll address those steps and then identify how to…

The Scenario Bear markets and sell-offs evoke strong emotional responses that can lead clients to investment decision errors. Yet, tragically, clients may be unaware that their response is emotionally driven, not logic-driven. As a result, in extreme cases, a client’s portfolio can take years to recover from investment decision errors. Challenge for Financial Advisors How…

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,…