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 of...Continue reading
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 Fame...Continue reading
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 into...Continue reading
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 observes...Continue reading
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 that...Continue reading
On this week’s episode we speak with Brad Swineheart, VP of Channel Marketing and Business Development at White Glove. Brad helps advisors grow their bottom line organically through effective marketing strategies. Traditionally, White Glove was in the seminar business. White Glove has grown to support over 1,500 advisors who have hosted more than 10,000 seminars...Continue reading
“It is said that Zaphod Beeblebrox’s birth was marked by earthquakes, tidal waves, tornadoes, firestorms, the explosion of three neighbouring stars, and, shortly afterwards, by the issuing of over six and three quarter million writs for damages from all of the major landowners in his Galactic sector. However, the only person by whom this is said is Beeblebrox...Continue reading
Don’t ask for referrals. Don’t even encourage your clients to provide them immediately. Enlist their help in building your list instead. The key to a consistent stream of new clients is having a big list you keep in touch with regularly. The more people you touch with each communication, the more likely it is the...Continue reading
You want more engaged clients. We have seen that involving clients and co-creating the experience of working with you raises engagement. How can you provide that participatory experience and realize benefits as early in the relationship as possible? Co-create the experience from the start. Give clients a voice in their onboarding. A Client Driven Practice...Continue reading
You want to receive a consistent flow of qualified referrals. The easier it is to refer you, the more you will receive. Did you know there may be things you are doing (or not doing) that cause friction in the process, slowing down referrals you should be getting? In this week’s episode, we focus on...Continue reading