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
On this week’s episode we speak with Seth Streeter, Founder and Chief Impact Officer at Mission Wealth and an industry thought leader. We talk about the future of the offer you provide and what it means to deliver an experience that is truly differentiated. In the case of Mission Wealth, that means an experience that...Continue reading
Here’s a tale of two technologies. First is a video conferencing platform. When the pandemic broke out, we all went into quarantine, and the market dropped 30%, clients had a sudden need for increased contact with their advisor and no way to meet in person. Technologies like zoom, GoToMeeting, and Skype made it possible for...Continue reading
Innovation is critical to the future of your business. In this week’s episode, we focus on what kind of innovation to pursue to create an effortless client experience and how to engage your clients in the process. We examine how to actively involve clients to identify what forms of innovation will have the greatest impact...Continue reading
Dave Coffaro believes your business depends on staying relevant to clients and that you have to earn that relevance every day. In his book, Leading From Zero, he goes even further, asking you to start each day with zero – zero clients, zero staff, zero partners. What would your priorities be? On this week’s episode...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