A LESSON IN LEADERSHIP FROM MY KIDS AND BASEBALL Read Part 1 and Part 2 – O.K., I told you it’s not complex.  You may be asking yourself how this will make you a better leader.  Maybe a couple of other questions will help resolve this dilemma.  Do you want your ________________ (fill in the…

Great client service is not an accident; nor does it occur just because you want it to happen. It is the result of dedication and focused efforts. While every organization may have their own unique approach that best suits their client base, there is a trait that all great service professionals share. Leonardo G. Inghilleri,…

A LESSON IN LEADERSHIP FROM MY KIDS AND BASEBALL Read Part 1 – When faced with the curve for the first time, my sons swung much too early for the slower speed and missed hitting the ball virtually every time.  I remember vividly one of them looking at me with a look of frustration after…

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…

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…

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…

One of the most significant opportunities to build a deeper relationship with clients is to engage in an estate planning conversation.  This fact is true now more than ever for a few simple reasons.  First is the fact that only 46% of high net worth individuals with estates of $1-10m in value currently have trusts. …