Read Part 1 I have found that a great place to start building credibility authority with each of your people is with a pipeline check.  Since the pipeline is the conduit from which all sales blessings flow, it warrants a periodic cleansing.  Starting here provides an opportunity to use the same skills and techniques you…

“This group is yours, so manage them. Do what you want; just get results!”  The words of your boss keep echoing in your mind.  Just get results!  You certainly have the responsibility.  “…manage them.  Do what you want….”  You obviously have been given the authority.  It’s all in place; you have both responsibility and authority. …

Read Part 1 and Part 2 At the risk of mixing metaphors, let’s go back to the golf analogy.  On most golf courses, there are 3 par 3’s, 12 par 4’s and 3 par 5’s.  The par 4’s and 5’s usually require a driver, mid and long irons, a short iron and a putter –…

Read Part 1 In my business, I spend a lot of time in the classroom; two types of classrooms, as a matter of fact. The first is the classroom of application and experience where we apply what we teach, always attempting to refine and enhance our strategies, tactics, and application skills as we work to…

A few years ago, I watched a television news magazine interview and profile of the famed and accomplished pianist Vladimir Horowitz.  The image on the screen was of Horowitz playing the piano, fingers moving rapidly up and down the keyboard with obvious precision and grace.  The sound of his music was barely audible as the…

As a consumer, you could probably name a couple of service providers that you would go out of your way to frequent. These service providers are also the same ones that you would refer to someone without hesitation if they were to ask your opinion. Wouldn’t it be great if all your clients felt 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,…

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…

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…