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The Talent Management Epidemic in Financial Services: A Blueprint for Developing Your Firm's Next-Generation Leaders
Many financial advisory firms have grown so fast that they've lost sight of building and nurturing their talent ecosystem, or they're simply clinging to outdated...
Should You Stay or Step Aside? When Founders Face the CEO Dilemma
Recently, I found myself coaching a group of firm founders and controlling owners – all of them grappling with one extremely critical question: Am I the right person to...
Schwab’s 2024 RIA Benchmarking Study: Top Highlights, Insights, and Opportunities
What separates ‘Top Performing’ advisory firms from everyone else? Is it their size and scale that affords them the ability to deliver more specialized services and...
Do You Know Your True Value? How advisory revenue models evolve to better capture the true value and impact firms deliver to clients
As Mark Tibergien points out, financial advisors operate in a unique industry where "advisors are often paid for the value the client brings to the relationship, rather...
How Mission, Vision, & Values Impact Your Bottom Line
For many advisors, concepts such as refining their mission, vision, and values (MVV) tend to be viewed as secondary concerns—things that are somewhat useful for the firm...
The Stockdale Paradox: What is it? And how can it strengthen your year-end planning?
As we turn onto the home stretch and drive towards the finish line of 2024, you may be faced with confronting some hard truths – needing to acknowledge both internal and...
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...
Ditch the Pitch: 8 Capability Deck Components and How to Bring Them Together
Today, with digital communication in full swing, nearly all prospective clients are a lot more ‘savvy’ than has always been the case. In fact, instead of a canned sales...
6 Critical M&A Insights from Billion-Dollar Wealth Managers
For a long time, steady growth has been the norm for wealth management businesses. Over the past decade, the capital markets alone have driven revenues among fee-based...
The Multi-Tactic Marketing Approach: Creating a game plan for high-growth firms
While some advisors are content with maintaining a 'lifestyle practice' that allows them to generate enough income to support their lifestyle without feeling pressured...
Calculating Your Client Acquisition Costs: How to optimize 8 key components
Acquiring new clients needs to be the lifeblood of every growth-focused advisory business. Sure, M&A deals tend to garner the lion’s share of media attention, but most...
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...
Unleashing Organic Growth: The Essential Truths Every Financial Advisory Firm Must Embrace
Kevin O’Leary (aka ‘Mr. Wonderful’) is one of my favorites on Shark Tank. I don’t always agree with his delivery, but he never fails to ask tough questions that a good...
8 Essential Qualities for Identifying NextGen Producing Partners
Building an enduring firm is an incredibly noble endeavor. Making a positive difference in a client's life can dramatically impact many future generations of their...