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.
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.
April 29, 2013
To get referrals with real payoff, make sure your clients and professional peers understand your firm's offerings -- and needs.
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.
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.
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?
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.
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.
December 19, 2012
One of the keys to attracting referrals is to be remarkable.
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.
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?
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?
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?
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.
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?