Do you know your value as an advisor? Do you have the confidence to live into that value? On this week’s episode we speak with Stephanie Bogan. She is the founder of Limitless, a company that helps advisors to build a successful business on their own terms, while enjoying a more fulfilled and happy life....Continue reading
The Language Barrier
I conducted my first client advisory board in the United Kingdom this week (my fourth country!). One benefit of working in Britain is the absence of a language barrier. “Since dad’s passed on I’m quids in. Really, more than I’ve ever had. Even though I’d not seen Nigel in donkey’s, I knew he had gone...Continue reading
Using Video to Create Meaningful Connection
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
How to exceed client expectations
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
The Difference Between Advice and Planning – Todd Fithian on the Becoming Referable podcast
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
Don’t ask clients for ideas. Do this instead.
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
Referrals through Centers of Influence – Melissa Intezar on the Becoming Referable podcast
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
A quick test of your referability
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
Make referral marketing a system
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...
Promote your improvements
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