A client makes a referral when they tell someone else about you and recommend that they call you. And 90% of the time those people don’t actually contact you. Continue reading
To Clients, Jargon Zown Sly Kjib Erish
Clear communication enhances client engagement. That may be obvious, but many advisors persist (inadvertently, I'm sure) in speaking jargon with clients. Continue reading
What We Can Learn From JetBlue About Attracting Clients
In a sea of generally dismal service in its industry, JetBlue stands out. And there is a lesson in that for financial advisors. Continue reading
Your Marketing Claims Need To At Least Make Sense!
I look at hundreds of advisor websites – of my clients, their competitors, and in doing research. Most say pretty much the same thing. It is frustrating, boring, but understandable. Continue reading
Being Client Driven Lets You Deliver More Value at Lower Cost
Being client driven means engaging clients in helping you focus your strategy on delivering the best experience. Part of that is learning what services or expertise you can add to separate yourself from other advisors. And part of it means eliminating what does not add value. Continue reading
Cisco: How to Win Younger Wealthy Clients
A new report from Cisco indicates that wealthy investors under 55 have less trust in advisors and different expectations than older clients, and offers some ideas on how to attract them. Continue reading
A Good Brand Will Repel More Than It Attracts
Financial advisors work hard to develop a value proposition that will get the attention of prospective clients. Focusing on how well your slogan or elevator speech attracts attention, though, can backfire. Continue reading
Is Attracting Referrals Passive?
If you not actively engaged in asking for referrals, it must be passive, right? Continue reading
What To Do When You Get A Referral
I spend a lot of time coaching advisors on how to attract referrals. Let me take a minute and discuss what to do when you receive one. Continue reading
Writing E-Mails Your Clients Will Actually Read
Did you ever write a note to a client and get no response? Ever talk to a client to follow-up an e-mail only to find they have no recollection of it? It may be because your e-mails are put together poorly, difficult to understand, or not compelling. Continue reading