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 [...]
Coaching: The Three Challenges and the “One Thing”
Coaching is hard. Why? Well there are many reasons, but there are 3 primary challenges we see financial services sales leaders struggle with the [...]
Coaching Value – Do You Have It?
Sales reps reporting to great managers report high levels of job satisfaction and deliver four times more revenue than those working for poor managers. [...]
Are YOU Delivering a Consistent, Client-Centered Experience?
Consider the following conclusions from a 2012 Corporate Executive Board report titled Building Loyalty Through a High-Quality Client Experience: “Clients’ low confidence in financial [...]
Want to Increase Sales? Stop Selling and Serve!
Don’t let this title deceive you. We are not suggesting you eliminate the word “sales” from your organizational vocabulary. It’s a valid term and [...]
Want to Make Your Number? SIMPLIFY Your Coaching!
The single biggest obstacle to consistently achieving goal in our industry is sales leadership, or more specifically, the lack of consistent, value-add coaching. Probably [...]