Prospective clients want first to know that you are competent. Then they want to know they will enjoy working with you. The challenge is how to give people a feel for who you are before you have a chance to meet them. In this week’s episode of the Becoming Referable podcast, we examine how you...Continue reading
Many advisors like to ask clients “how are we doing?” Wrong question. You want to know that you are meeting, even periodically exceeding, client expectations. That’s the best way to cultivate loyal clients who refer. But asking about the quality of your work directly won’t tell you what you need to know. Of course, the...Continue reading
Do you want to differentiate yourself by providing world-class advice? What are the skills needed to deliver the value your clients want? On this week’s episode we speak with Todd Fithian, founder of Legacy Companies, a firm that offers training, consulting, and coaching for advisors. Our focus is on understanding how advisors can go beyond...Continue reading
How do you discover how to improve your service? Client driven practices keep in touch with client needs, wants, and preferences and make adjustments as they change. So, it seems natural to ask clients what you can do better or what you can add to your business to do a better job for them. One...Continue reading
Do you want to build strong relationships with Centers of Influence? What are the best steps to take when establishing a referral management strategy? On this week’s episode of Becoming Referable, we speak with Melissa Intezar, Vice President and Manager of Enterprise Consulting at AssetMark. Our focus is on having processes behind a referral management...Continue reading
In a client driven practice, clients drive strategy through their unique needs and wants and drive business development through referrals. Here’s a quick way to see how referable you are. Ask your clients the ideal people who should work with you – who comes to mind when they think of your firm? This has become...Continue reading
You may have tried lots of things to get referrals and been disappointed by the results. This week on Becoming Referable we talk about the difference between doing things and implementing a system to consistently attract referrals. We talk – a lot – about referral tactics on this podcast. But we know that the systems...
My wife and I joke with each other, while posting pictures of us on date night, that if it doesn’t appear on Facebook it didn’t actually happen. In a recent client advisory board, the firm wanted to find out what clients thought of its new and improved planning and file sharing systems. If I can...Continue reading
You want to be able to get across the value of the work you do for clients. But how do you explain the value of financial planning? Many advisors struggle with even defining financial planning, including some of the industry luminaries who developed the idea. Carl Richards has been part of that industry conversation and...Continue reading
I took my bike for a tune-up recently and struck up a conversation with the owner, Scott. When the pandemic hit, demand for bicycles doubled. Bike shops sold out. Manufacturers have scrambled to catch up and production has been plagued by supply-chain interruptions. I asked Scott how the business was doing without being able to...Continue reading
