Dave Coffaro believes your business depends on staying relevant to clients and that you have to earn that relevance every day. In his book, Leading From Zero, he goes even further, asking you to start each day with zero – zero clients, zero staff, zero partners. What would your priorities be? On this week’s
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Whether you believe it is an important new asset class or that it is the 21st century tulip bulb, you need to discuss crypto. Its place in the news cycle requires it. A client driven practice prioritizes issues that are on clients’ minds. Some concerns are consistent and long-term like staying on course for
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On this week’s episode we speak with InTandem Financial Partners Matt Krise and Jay Broeg and Director of Client Relations & Marketing Traci Keiffer. While the pandemic has altered the way advisors interact with clients, InTandem has experienced a year of unprecedented growth for their business by truly engaging with their clients. The team
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The Empty Chair Exercise The client deserves a seat at the table for all major decisions. Sometimes that involves bringing together a representative sample of clients, physically or virtually, like an advisory board. Other times it means including them in spirit. In his book To Sell Is Human, Daniel Pink writes about an exercise
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On this week’s episode we speak with Eliza De Pardo, Founder and Director of De Pardo Consulting. We focus the conversation on how to align compensation planning with your strategic and growth goals. Eliza shares how you can use effective compensation planning to motivate the behaviors that will drive your firm forward and to
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The testimonial rule will soon be history – and good riddance. But beware. In an environment where you can encourage and promote feedback, the clarity of your target market and value proposition is more important than ever. Who you ask for testimonials and what they say will have a strong influence on the effectiveness
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Winning over clients is about connection. The more you know about someone, the deeper the connection. And knowing things the other person doesn’t know you know is even more powerful. This week on Becoming Referable we tell you how to get that information. On this week’s episode we welcome back Sam Richter, Hall of
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Growth through acquisition may be the fastest, most cost-effective way to build your firm. And a specialty client advisory board can maximize your success. Financial Strategies (not its real name) is a rapidly growing Midwest financial planning firm. Its growth strategy includes acquiring smaller, usually solo-practitioner, firms. Bob’s was one such practice that merged
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On this week’s episode we speak with Penny Phillips, President and Co-Founder of Journey Strategic Wealth. She has extensive experience coaching and consulting financial advisors, business owners and wealth management institutions on assembling the resources and tools they need to powerfully serve clients. The pandemic has altered the way advisors interact with clients. Phillips
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You say you have a passion for client service? You’re going to have to persuade me. In 1976 film “Network”, Peter Finch playing the character of anchorman Howard Beale snaps on-air, breaking down into a rant against his powerlessness to save his career and paradoxically triggering a broad public outcry. “All I know is
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