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Business Development (10)
Financial Advisors: 3 Approaches to the New Selling Dynamic
In Daniel Pink’s bestselling new book To Sell is Human, he compellingly makes the case that it’s a brave new world for all of those in the business of persuading,...
Financial Advisors: How to Ask for the Order
Bill McDermott is now the co-CEO of SAP, the software company. His career arc is fascinating one, and a lesson for financial advisors. From a young age, he was...
Client Acquisition: “Staying in Touch” Puts Prospects at Arm’s Length
When staying connected to prospective clients who are in your pipeline, have you ever used the phrases, “I’m just calling you to stay in touch”, or “I just wanted to...
Defining your Legacy as Leader and Financial Advisor
What is your legacy as a financial advisor and leader? Max De Pree is the chairman emeritus of Herman Miller, Inc., an innovator in the office furniture business over...
Financial Advisors: 8 Essential Elements to Developing a Great Team
In The Wisdom of Teams, authors Katzenback and Smith define a team as: “…a small group of people with complementary skills who are committed to a common purpose,...
Your Growth Mindset: A Key Factor to Raising $25-100 Million Annually
As a business coaching firm that works with leading financial advisors to create client acquisition structures that consistently raise $25-100 million in assets each...
How Financial Advisors Build Useful Behavioral Momentum with Clients
Each quarter, Russell Market Research compiles the Financial Professional Outlook, the collected opinions of financial advisors from national, regional, and independent...
Building a Referral Process for Financial Advisors: Top 10 Tips
For financial advisors, referrals can be a surprisingly tricky business. On the one hand, everyone knows that referrals are good and something to strive for. On the...
What Shaquille O’Neal Teaches Financial Advisors and Entrepreneurs
This past week, former NBA ballplayer Shaquille O’Neal could be seen wandering around South by Southwest Interactive in Austin, Texas; meeting entrepreneurs, checking...
Better, Faster, Easier Referrals Using the 80:20 Rule
Successful financial advisors are, most likely, very familiar with the Pareto Principle as it applies to their business. The Pareto Principle -- aka the 80:20 Rule -- is...
Financial Advisors: Maximizing Your Firm’s Value by Giving It Away
“If you can get key staff to think and act like owners, some amazing things can happen.” …David Grau Jr. David Grau Jr. is an industry-leading expert in the buying and...
Financial Advisors: A Secret* Ingredient to Jumpstart Growth
Trust! You already have this, of course. All financial advisors do to some extent. Yet, the really, really good and successful financial advisors know how to leverage...
Financial Advisors: How to Network with Attorneys at Small Firms
One of the interesting revelations to successful financial advisors is that other professional service practitioners in different professions face many of the same...