You are probably finishing up your 2022 strategic plan. A lot has changed in the past year. Some of it probably affects your initiatives looking forward. Clients are more open to Zoom meetings. In fact, in areas where the pandemic persists or heavy traffic is an issue, they probably prefer them. After working at home...Continue reading
When it comes to delivering an exceptional client experience and growing your business through referrals, how you make clients feel matters. The truth is that we need to genuinely care and like our clients – and they need to like us back. As our guest this week will explain, the “likability factor” plays a significant...Continue reading
To achieve success, you need more than just a great plan. You need commitment to it. And the top reason many can’t commit is the fear they won’t succeed. Commitment is uncomfortable. How can you get past it and find the confidence to commit to your plan? We reached out to an expert to help...Continue reading
This fall, several of the advisory boards I conducted sought feedback on the financial plans they deliver to clients. And we heard something surprising, at least to one of the advisors. His clients appreciate his comprehensive approach. He is proud of how thorough the planning process is. In fact, he and a partner, another very...Continue reading
When we talk about building business through referrals, we spend a lot of our time on the outward facing issues – service, marketing, engagement. It turns out that the internal dynamics have a significant role as well, as this episode’s guest makes clear. On this week’s episode of Becoming Referable we speak with Andrea Schlapia,...Continue reading
What if you could monitor your client’s emotions as you spoke with them about referrals. Then you could know, word by word, what you say that makes them feel good and what annoys or even angers them. You could try different conversations and learn to say just what makes them feel best and maximizes the...Continue reading
Social media and the Internet have revolutionized marketing communications and changed the role of news and publishing outlets. Advisors can market directly to their audience. But traditional media can still play an important role in helping you get your message out. To help you understand the principles of success whether you promote your own materials...Continue reading
You know the value you deliver to clients. Or you think you know. You are not actually the authority on that topic. The client is. Their perception is the only one that counts. It is the basis of any referral they may make. If they don’t perceive or understand it, value was not delivered. Have...Continue reading
How has the global pandemic changed the client experience? How do clients really feel about virtual review meetings? How can advisors deliver greater value by reflecting those changing expectations and needs? In this week’s episode of the Becoming Referable podcast, we examine the data from Absolute Engagement’s latest investor research to answer the burning questions...Continue reading
The principal of a firm whose client advisory board we are organizing expressed his discomfort about asking some of his top clients to participate. He does not believe we should be asking clients to do them a favor like this. He indicated he actually had to call in a chit to get one top client...Continue reading