Just Say No to Prospects Who Don’t Fit Your Business

Bill Cates
May 24, 2013

Can you say “no” to referral prospects? Bill Cates says it is a critical skill if you want to expand your practice.

7 Dos and Don’ts for Calling Referral Prospects

Bill Cates
May 14, 2013

So you've met a great prospect or received a great introduction. What's next? Bill Cates offers dos (and don'ts) for what to say when you call your new prospects.

5 Ways to Get Better Clients From Referrals

Bill Cates
April 29, 2013

To get referrals with real payoff, make sure your clients and professional peers understand your firm's offerings -- and needs.

Who Should Be on Your Client Advisory Board?

Steve Wershing
April 22, 2013

One of the keys to the success of a client advisory board is having the right people in the room to participate in the conversation. Many advisors assume that they want a good cross-section of their clients but Steve Wershing disagrees.

How a Great Elevator Speech Can Lead to New Business

Steve Wershing
April 10, 2013

An elevator speech is a quick way to explain the unique benefit you deliver to clients, but Steve Wershing says most advisors frequently provide just a rambling, somewhat fuzzy description of their practice. He says an effective elevator speech is succinct and highlights the difference from other advisors, but that's only part of the reason for learning one.

Attract More Clients by Committing to Your Niche

Steve Wershing
February 20, 2013

What makes you different from other advisors? Why should your ideal clients choose you over all the other advisors they have access to? And is that uniqueness something you developed as part of your marketing plan, or is it who you are?

Addition by Subtraction to Grow Your Practice

Steve Wershing
January 24, 2013

We can all do something better, something new, something different, something more. According to Steve Wershing, one reason advisors have difficulty following through is that we are all pretty booked up.

A Business Plan That Attracts Referrals

Steve Wershing
January 14, 2013

If referrals play a key role in your marketing plans for the year, here are some key elements that must be addressed.

Remarkable is Referable

Steve Wershing
December 19, 2012

One of the keys to attracting referrals is to be remarkable.

Why Effective Marketing Requires Courage

Steve Wershing
December 10, 2012

A winning marketing strategy takes more than understanding your target market, creating a value proposition that will attract ideal clients, communicating well, and delivering on your promises. It takes courage. That's one reason why so few business owners, including financial advisors, are effective marketers.

Retaining Clients When Markets Fall

Steve Wershing
December 3, 2012

The fiscal cliff. Deteriorating fundamentals. Volatility. Is the market about to fall? There is always uncertainty, but the question remains: How will you keep your clients happy when the next bear market comes?

Your Strengths Will Not Set You Apart From Other Advisors

Steve Wershing
November 15, 2012

What is different about you? Why should prospective clients choose you over any other advisor with whom they may speak? To successfully attract clients, there needs to be some reason for those particular people to choose your offering from among all of their options. So, what is it about you?

Retaining Clients When Markets Fall

Steve Wershing
November 12, 2012

The fiscal cliff. Deteriorating fundamentals. Volatility. Is the market about to fall? No one knows, but we know it is just a matter of time. How will you keep your clients happy when the next bear market comes?

Should You Ever Listen To Your Clients?

Steve Wershing
October 28, 2012

Do you have any examples of when client feedback was significant, either in a good or bad way? Steve Wershing writes that client feedback is invaluable, but advisors need to use their best judgment.

Advisors: Are You McDonald's or a French Laundry?

Steve Wershing
October 10, 2012

What is your client experience like? The "Referral Doctor," Steve Wershing, asks, have you designed it to be like a fast food chain, or a high-end dining establishment?