The ClientWise Blog

Chris Holman

Recent Posts

Marketing Tip: Segmenting Prospects by Their Readiness to Change

Posted by Chris Holman on Mar 18, 2014 9:15:00 AM


All prospects are not created equal. By segmenting prospective clients by means of their dissatisfaction levels and willingness to change, financial advisors can greatly enhance the flow of prospects through their pipeline.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition

How Successful Financial Advisors Find Motivated Prospects

Posted by Chris Holman on Mar 13, 2014 8:43:00 AM

For financial advisors looking to initiate a relationship with a prospective client, the real competitor is the status quo. It is not any other company, organization, or individual. It is the status quo of the prospect, i.e. what the prospect is doing right now.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition

A Key Ingredient in Financial Advisors’ Marketing to Millennials

Posted by Chris Holman on Mar 11, 2014 11:06:00 AM

Trust is a key factor in any sales relationship. Clients don’t buy from people (or entities) that they don't trust.

For financial advisors who aspire to market to Millennials, the trust factor is even more relevant. In a recent Pew Research study, the different generations were asked this question:

 

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Trust, Millennials

How Millennials Can Save the Financial Services Industry

Posted by Chris Holman on Mar 6, 2014 9:53:00 AM


Much has been written about the “graying” of the financial services industry:


The median age of the 300,000+ financial advisors in the USA is about 50.

21% of advisors are 60+ in years.

Just 5% of advisors are younger than 30.

Financial advisors who are 60+ years old control $2,300,000,000,000 in client assets.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Leadership, Innovation, Change, Millennials

Financial Advisors: 5 Quick Ways to Improve Your Real-Time Presence

Posted by Chris Holman on Mar 5, 2014 11:33:00 AM


One of the most genuine and real aspects of the Ellen DeGeneres selfie, is the smiles. Check out this photo. Every one of these stars and celebrities has a glowing and happy-to-be-part-of-this smile…just like any of us might have looked. (One exception. Kevin Spacey seems to be more smugly celebrating his “photobomb.”)

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Marketing Approach

Top 3 Most Popular ClientWise Blog Posts for February

Posted by Chris Holman on Feb 28, 2014 9:39:00 AM


With the short month, bad weather, and general busy-ness of February...you may have missed some of our more popular blog posts.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Client Engagement

Shoulda-Woulda-Coulda: Turn Your Regrets into Big Opportunities

Posted by Chris Holman on Feb 25, 2014 9:29:00 AM


"I wish that I were more successful…"

"If only I had gotten my CFA…"

"I should have gone independent…"

"I wish that I could spend more time with my family…"

"Where would I be today if I had been a better leader…?"

"If only I had been super-bullish two years ago…"

 

If you are a financial advisor who spends time thinking about “missed” opportunities, you are in good company. Many of us daydream about what might have been.

 

Here’s what is really interesting about these regrets:

 

    • The emotion of regret is virtually unavoidable.
    • Research shows that our brain produces our “what might have been” laments with a real purpose in mind.
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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Goals, Change

4 “Magical Solutions” That Top Financial Advisors Have in Common

Posted by Chris Holman on Feb 20, 2014 10:35:00 AM


If you’re a financial advisor, or part of a financial advisory team, and someone could offer you a “magical solution” that could more than double your business…what is it worth to you?

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Team Development

Breakup Emails as Prospecting Tools? Like Totally Awesome!

Posted by Chris Holman on Feb 19, 2014 11:25:00 AM


If the sales process for financial advisors is like the dating process, than breakup emails are a disruptive tool that is intended to trigger an emotional reaction (and response) from the object of your affection. 

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Business Development

Financial Advisors: 11 Steps to Delivering Bad News to Clients

Posted by Chris Holman on Feb 18, 2014 11:54:00 AM


If trees grew to the sky and the markets never declined, it would be relatively easy being a financial advisor…at least from the standpoint of sharing “bad news.” 

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Communication, Client Engagement

Should Financial Advisors Have a Minimum Account Size?

Posted by Chris Holman on Feb 13, 2014 2:08:00 PM


We see a large number of financial advisors who struggle with whether or not to establish an account minimum for their clients. Yet, a recent study that we undertook reveals a striking result. Financial advisors who diligently adhere to a minimum account size report 122% more assets on average per team member, than those who do not.

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Client Engagement

How to Increase Your AUM by 49%: Set Clear Goals…and Reflect Back!

Posted by Chris Holman on Feb 11, 2014 10:08:00 AM


Never look down to test the ground before taking your next step; only he who keeps his eye fixed on the far horizon will find the right road
Dag Hammarskjold

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Goals

The 11 Key Principles of an Exceptional Client Onboarding Approach

Posted by Chris Holman on Feb 6, 2014 11:37:00 AM


As a coaching company that serves successful financial advisors, one of our observations is that client onboarding is critical for successful financial advisors and teams.
Indeed, client onboarding is emerging as a major focal point for financial advisors who want to establish themselves as “best-in-class.”

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition, Client Engagement

Creating an Exceptional New Client Onboarding Checklist

Posted by Chris Holman on Feb 5, 2014 11:27:00 AM


Within the panorama of the client lifecycle, client onboarding provides the first impression of the depth and breadth of a financial advisor’s level of service. Winning new clients and retaining existing clients can be challenging in the best of times. However, providing a differentiated client service experience can be the key to the advisor’s ability to survive and thrive in all environments and markets.


We have observed three important benefits from a distinctive and distinguishing client onboarding experience:

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition

Be a Better, Bolder, Bigger Financial Advisor Using Coaching Skills

Posted by Chris Holman on Jan 30, 2014 10:01:00 AM


In the early days of Google, they had a problem.
The operative Google “truth” was that people throughout the company, including founders Sergey Brin and Larry Page, were openly hostile to the role and value of managers. Google was a technocracy…a company built by and for engineers. Managers and management? Bah! Who needs them/it?

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Coaching