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Client Engagement
The Best Defense Is A Good Offense: How volatile times can help propel your business
Imagine this: your client opens their quarterly statement, and it’s all green arrows. Their 401(k) is humming. Their investment accounts look like they’ve been on a...
Ten Crucial Conversations for Year-End Client Reviews: Strengthen Client Relationships, Showcase Your Value, and Build Momentum for the Year Ahead
The clock is ticking, and the year's final chapter is here—a high-stakes season where you can turn a good year into an unforgettable one. It's not just about crunching...
6 Key Insights from Fidelity's 2024 RIA Benchmarking Study
I recently had a chance to sit down and digest the data presented in Fidelity’s latest RIA Benchmarking Study. It’s an invaluable report that helps shed light on several...
Beyond the 12-4-2: A Dynamic Approach to Client Engagement
When someone repeats the same thing over and over often enough, it eventually becomes accepted as truth—even when it's not. This phenomenon, which psychologists call...
Random Acts of Kindness
The OED defines gratitude as “the quality or condition of being grateful or thankful; the appreciation of and inclination to return kindness; gratefulness.” But it’s...
Micro-Segmentation
An opportunity to test and learn new acquisition strategies Lately, whenever I talk to one of our clients, I make it a point to ask them what their year-to-date new...
Zoom Your Way to Loyal Client Advocates
Sit down at a lunch table during any advisor conference, and I can pretty much guarantee you that sooner than later, the topic of conversation will gravitate to client...
Managing your OWN fear and uncertainty
If you’re not experiencing any; you’re not human! Assuming you’ve ventured onto ThinkAdvisor, FA-Mag, InvestmentNews or any one of the many other online information...
Gauging your clients’ confidence
Despite the bounce-back of financial markets we’re currently seeing, our world has indeed changed. Even if this unprecedented loosening of monetary policy by the Fed can...
The Anatomy of a Client Review
By now, you’ve reached out to check-in with all of your clients -apprising them as to your operating plan during the pandemic, as well as addressing any initial fears...
Engaging the NextGen client
The clock is ticking We’ve all seen the statistics. The probability that your firm will be able to retain your current clients’ assets once they transfer to the next...
How Successful Wealth Transfers are Built
It’s a statistic you’ve all heard repeatedly and one that understandably sends a shudder through most firms: 90-95% of inheritors fire their parents’ advisor once the...
Benchmarking the Beach House
As an industry, we’ve made great strides over the years towards aligning compensation with client interests – steadily migrating from transaction-based to fee-based...
Preparing Your Practice for NextGen Clients
While they may currently only control 4% of the nation’s wealth, there’s absolutely no doubt that if you’re not preparing your firm to address the needs and preferences...