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Search Results
Results 551–600 of 644 found.
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How to Get Chatty Clients off the Phone
by
Beverly Flaxington
,
4/8/14
My clients are very happy - I know because they call me with every little question and I respond. Some just call to talk about Obamacare or the market trends. Its not that I dont enjoy the conversations, but it gets very difficult to plan my day with this much chatting.
More on Bullying - Because it is Everywhere!
by
Beverly Flaxington
,
4/1/14
I received a response to last weeks column, in which I gave advice to someone who was being bullied, that pointed out some areas in which I missed the mark. The writer said I did not address taking a "direct approach" to dealing with the bully.
Yes, Even Advisors Get Bullied!
by
Beverly Flaxington
,
3/25/14
I am a financial advisor who is being bullied in my office. I cannot sleep, have constant anxiety and feel like I am working under war-like conditions. I have tried everything to shore up my confidence, but I cant stop the onslaught of vitriol that comes at me every day.
Should You Say "No" to a Prospect?
by
Beverly Flaxington
,
3/18/14
We are unsure of the best follow-up approach for prospects who don’t seem ready to move their money to our firm after five meetings. Do we give up? Do we keep following up on the assumption that they would not go to that many meetings unless they are interested in eventually working with us?
Sales Tips to Increase Close Rates
by
Beverly Flaxington
,
3/11/14
The problem we are having is closing. For every five prospects that come through the door, we only close the deal with one.
Overcoming Bad Performance
by
Beverly Flaxington
,
3/4/14
Our investment strategy did not fare well last year and we lost ground to competitors. Were on the defensive with clients, which makes it hard to have any growth discussions. We have corrected our approach and are on track for much better performance for 2014. Any tips to get our clients to believe in us and stay with us until the turnaround?
Why Bother with a Target Market?
by
Beverly Flaxington
,
2/25/14
What is the purpose of a target market? I find the concept limiting. We work well with young professionals in their 40s and retirees in their 70s. We have clients that are couples, families and successful singles. I am hesitant to limit our approach to a certain group.
Tips for an Effective Study Group
by
Beverly Flaxington
,
2/18/14
I have been talking with a couple of advisor friends about developing an informal discussion group. We would share ideas and updates, but not secrets about the inner workings of our firms. Do you have any advice to make our sessions meaningful and practical?
Dealing with Bad PR
by
Beverly Flaxington
,
2/11/14
One of our advisors quit under difficult circumstances. He talked to some local reporters afterward, and now we look like a terrible place to work. His actions have damaged our reputation. We did not do anything wrong. This advisor was a misfit from the start. What can we do to minimize the ongoing problems his departure is causing us?
A New Boss Who Undervalues the Firm’s Story
by
Beverly Flaxington
,
2/4/14
My boss was recently hired. She has been successful on the asset-management side of the business but not in wealth management. Her entire focus is on the investment process and the investment philosophy. Our clients hire us - and stay - because of an overall relationship. I am beginning to think she does not understand wealth management, so she stays away from talking about anything other than investments. Is there a way I can teach her how to value all of what we do?
When the Boss Makes Bad Decisions
by
Beverly Flaxington
,
1/28/14
Our founder and current president is a control freak. No decisions can be made without his blessing. The problem is that he is semi-retired. He can be gone for two weeks out of the month sometimes. The business still has to run and we have to make decisions, but the last person who made an executive decision in Joes absence was fired. Is there a way we could conduct an intervention?
Young Talent That Comes -- And Goes
by
Beverly Flaxington
,
1/21/14
We have struggled to find young talent to hire and groom for our firm. It seems everyone under 30 works somewhere for three years and then moves on to the next thing. One guy we hired had four serious jobs on his resume and hadnt turned 30 yet. If we cant get someone young to stay with us longer term, I am not going to introduce them to all of my clients.
Clients with Difficult Children
by
Beverly Flaxington
,
1/14/14
We have a client who wants us to work with his youngest son. This boy will sometimes tell me when I call him, "You could have just texted me!" How do we help him become more interested in the family’s wealth and planning?
Eight Tips to Manage Your Time Effectively in 2014
by
Beverly Flaxington
,
1/7/14
In honor of the New Year, this week’s column is devoted to addressing a question I get asked often: How do I manage my time most effectively? Most financial advisors are busier than ever but feeling as though they get less and less done. Before you set those New Year’s resolutions for your practice, review this list of what to do - and not do - for success in 2014.
Organizing Principles for Disorganized Advisors
by
Beverly Flaxington
,
12/31/13
How do I deal with the people on my staff who are disorganized? I have a couple of people who get three days’ worth of work done in one day, but most of the team gets little accomplished each day and keeps screaming for resources.
Calming an Uptight Partner
by
Beverly Flaxington
,
12/24/13
My partner is always anxious and upset about something and everything is urgent. He is a good friend and I respect his intelligence, but he gives me heartburn. Are there strategies I could employ to get him to calm down?
Making Brand Communication Work for Your Firm
by
Beverly Flaxington
,
12/17/13
I have sat in on meetings with my staff while they talk to prospects and clients and they say things I would never say. Everyone has their own style but it is important that we say the same things. Is there a way to accomplish this through training?
Best Practices for an Effective Teambuilding Exercise
by
Beverly Flaxington
,
12/10/13
I want to hold a teambuilding session. I don’t like to take everyone away from client calls for the day. Should we have this on a weekend? Or stay late one night? Do I include everyone, from our receptionist to senior advisors?
How to Communicate Your Year-End Bonus Decisions
by
Beverly Flaxington
,
12/3/13
My staff is angling for strong bonuses this year. But I would like to invest some of the money into the firm. I dont think I owe my staff an explanation about what I am doing with the money, but I know they think I am taking it for myself and being unfair to them. Is there a proper way to communicate bonuses and profit for an advisory firm?
Making Vendor Relationships Work Effectively
by
Beverly Flaxington
,
11/26/13
We hired an outside contractor to do some marketing work for us. It has been a nightmare. She is difficult to deal with and criticizes every idea we have. Is there something we can do differently to avoid this situation in the future?
Some New Ideas for Holiday Gifts
by
Beverly Flaxington
,
11/19/13
Holidays are coming. What can we do to stand out from our competition in terms of gifts or events?
Finding - and Keeping - Top Talent
by
Beverly Flaxington
,
11/12/13
We just hired the fourth person to fill a junior role. The previous employee gave us notice after eight weeks! It is expensive, frustrating and moreover, we lose inertia every time we have to stop and train someone new. One of my senior advisors is convinced it is the newer generation; they just dont care. I dont believe thats true. Are we doing something wrong or is there really a dearth of good talent?
How to Help Clients Who Hate the Holidays
by
Beverly Flaxington
,
11/5/13
I deal with a number of clients who are very wealthy but are miserable around the holidays. Some are older and don’t have family members who see them, others are miserly and don’t feel they should use their money for gifts for people they don’t like. The conversation actually comes up with many of them every year, and I want to be prepared this year. Any ideas or tips?
Six Tips for Better Communication
by
Beverly Flaxington
,
10/29/13
As an industry, we lack communication and people skills. Here are six tips to complement your technical and financial abilities with communication skills.
Managing Old-School Advisors
by
Beverly Flaxington
,
10/22/13
One of our top advisors is still putting client notes into paper-based folders. Hes a senior guy who has an old-school work style. How can I make him understand he cant be singled out and treated differently?
Why You Need Video on Your Web Site
by
Beverly Flaxington
,
10/15/13
We are upgrading our website, which is used mostly for clients now. We want to attract more prospects. Ive been told that video is important, but the cost of adding this could be several thousand dollars per video. Will adding video give me an increased ROI? I dont believe in this busy world that anyone watches this stuff.
When Your Succession Plan Is Derailed
by
Beverly Flaxington
,
10/8/13
I hired a young guy in three years ago with the expectation I would give him ownership and have him eventually take over the business. I want to wind down and have been giving him a large percentage of my clients to manage. Lately he has been talking about moving back to where his wifes parents live. He said he isnt sure if this business is right for him. How do I get him to make a decision?
When Employees Can’t Get Along
by
Beverly Flaxington
,
10/1/13
We have two employees who do not like one another. I have talked with them to let them know how disruptive their behavior is. Should I fire one? Should I take sides? I’m a mother at home, but don’t feel like I need to be one in the office.
Dealing with Unmotivated Advisors
by
Beverly Flaxington
,
9/17/13
What do you do with unmotivated advisors? Most of the senior partners in my firm are wealthy and set for life. They are not inclined to go out of their comfort zone to find new business. How do I light a fire underneath them and get them motivated?
Why Isn’t Our Practice Growing?
by
Beverly Flaxington
,
9/10/13
Our advisory firm has not grown much over the last five years. Except for death and divorces, we haven’t lost clients. But we haven’t obtained new assets. We have been to conferences and heard other advisors speak about their explosive growth, but I am dubious. Are advisory firms really growing so significantly or are we experiencing what most advisors have been over the last few years?
Framing the Sales Component of the Advisory Profession
by
Beverly Flaxington
,
9/3/13
I am a relatively new financial advisor, coming to this profession as a second career. I’m finding I spend so much time on sales ? my firm is so focused on selling that even when I have a new client, I don’t have the chance to work with them the way I would like. How can I tactfully tell my employer that I came to this profession for the investment side, not for the sales side?
Five Tips for Managing Stress
by
Beverly Flaxington
,
8/27/13
What are your tips for managing stress? Financial advisory work has become increasingly stressful and neither I nor my staff do a good job of managing it.
How Much Communication is Too Much?
by
Beverly Flaxington
,
8/20/13
How much communication is too much? We meet with clients once per quarter and were surprised when one told us they didn’t need to see us so often. I think we need to stay in front of them.
Asking for Referrals when Your Performance is Lagging
by
Beverly Flaxington
,
8/13/13
My firm is very focused on client referrals right now. We are supposed to ask for them at client meetings. Our investment performance has not been great ? we are behind our benchmarks. I think it is wrong to tell clients we have underperformed and then ask who they know that they could refer. Do you agree we should wait until our performance improves?
How to Host Targeted Client Seminars
by
Beverly Flaxington
,
8/6/13
We are embarking on a series of workshops targeted to different markets. We are focusing on a few dedicated areas. We use a certain investment philosophy. It really doesnt matter whether the client is ? for example ? a retired doctor or a young career woman. We follow market movements and allocate based on client concerns and needs. In these workshops, how can we say that we change things for different market segments?
How to Change the Conversation with your Clients
by
Beverly Flaxington
,
7/30/13
Are we, as advisors, doing a disservice to our clients if we simply focus on answering financially related questions?
Choosing Between Your Clients and Your Employees
by
Beverly Flaxington
,
7/23/13
We have a client who has always been difficult, but lately is becoming impossible. She is one of our largest clients, but her belligerent and belittling attitude has some of my best people threatening to quit. Some clients think that just because they have a lot of money they can get away with anything. I need to protect my staff but I also dont want to lose the income from this client. Is there a way to do both?
Dealing with Over-needy Clients
by
Beverly Flaxington
,
7/16/13
We have too many clients who are needy and require a lot of personalized service. I know we can expect to spend 80% of our time servicing 20% of our clients, but the 80% seem to demand more and more and more from us.
Business Building for Advisors
by
Beverly Flaxington
,
7/9/13
I have received so many questions related to sales skills and business building that I will offer some basic tips for readers who want to energize their sales process and grow their firms. It’s no surprise that most advisors don’t sell naturally and in most cases think of selling as unpleasant. ’I want to clients to refer on their own ? I don’t want to sell them on doing so,’ is a refrain I hear over and over again.
When the Boss’ Daughter Gets in the Way
by
Beverly Flaxington
,
7/2/13
We have a situation where our founder’s daughter is now involved in the business. She is aggressive, nasty and condescending to the people who work here. She likes me so I haven’t had a problem. But I see how she treats others. It’s a small advisory firm and she is creating a toxic climate. The worst part is that the clients, for the most part, don’t like her either. I tried to broach this with our founder in a nice way but he thinks she walks on water. I am afraid we are going to lose staff and clients if we don’t address this issue.
Measuring the ROI of Advisor Marketing
by
Beverly Flaxington
,
6/25/13
Our practice has grown by word-of-mouth. A couple of my advisors want me to advertise and spend on expensive marketing programs. No one can show me the ROI for this. Is aggressive marketing a predictable way for advisors to get new clients? I just don’t see someone answering an ad who has $2 million (our minimum) to invest.
Getting Your Team to Communicate Your “Story”
by
Beverly Flaxington
,
6/18/13
We recently rebranded our firm and made a large investment in how we communicate our value proposition ? “our story.” We want to teach our staff how to tell the story in a similar fashion, but allow each person the chance to tell it their own way. How do we accomplish this?
Best Practices for Business Development
by
Beverly Flaxington
,
6/11/13
We recently hired a salesperson to find new opportunities for our advisory firm. Its not working out very well. My advisors dont want to work with him because the commission I have proposed would take away from their pocketbook. How should we successfully integrate a salesperson?
When You Have to Fire an Employee
by
Beverly Flaxington
,
6/4/13
I have to fire an investment advisor working for me. There have been some complaints from clients and employees that I cant ignore any longer. But there are clients who really like this guy. They wont be happy about this change. What do I do to ensure I dont lose these clients?
When Your Coworkers Don’t Measure Up
by
Beverly Flaxington
,
5/28/13
I work in a large financial organization. I’m frustrated that many of my coworkers don’t pull their weight. I work hard and am very committed, but those around me run out the door at 5 p.m. I want to talk to those in charge, but I am not sure how to go about doing it.
Does Your Firm Need a COO?
by
Beverly Flaxington
,
5/21/13
I run a 15-person firm. A consultant come and prepared a growth plan for our future. The number-one recommendation was that I create a role for a chief operating officer and hire this person. But I dont see how a COO helps a firm that is as small as mine. This seems the solution for a firm of 50 or above, and I cant afford a high-paid individual repeating what I already do.
Framing the Referral Discussion
by
Beverly Flaxington
,
5/14/13
Last week, I was training a group of very successful Florida-based advisors who brought up what is a common issue with regard to client referrals. Even the best advisors, with the most satisfied clients, offering the highest levels of service often struggle with obtaining referrals.
Eight Ways to Improve Your Relationship with Your Boss The Art of Managing Up
by
Beverly Flaxington
,
5/7/13
Many advisors with whom I work want their employees to work with them more effectively ? what I call “managing up.” Advisors are often at a loss as to how to motivate staff and get them to jump on board with new initiatives ? and those problems can be addressed by helping your charges improve their working relationship with you.
Best Practices for Following Up After a Prospecting Event
by
Beverly Flaxington
,
4/30/13
Based on your experience, what are the best practices for following up with prospects after an event that my firm sponsors?
Enforcing an Office Dress Code
by
Beverly Flaxington
,
4/23/13
Is it too much to ask of my staff members to be dressed well when clients come into our office? I may be old school but the disregard for professionalism is annoying to me.
Results 551–600 of 644 found.
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- 1.0 CE credit
Optimizing Portfolios with Tax-Efficient Income Strategies Through Private Real Estate
March 10, 2025 at 11:00 AM EDT
- 1.0 CE credit
Supervisory Control: Paving the Way for Smarter, More Capable Robots
March 11, 2025 at 11:00 AM EDT
- 1.0 CE credit
Asset Allocation Summit
March 12, 2025 at 02:00 PM EDT
- 1.0 CE credit
The state of the states: munis, tax policy, and positioning in an uncertain environment
March 20, 2025 at 12:30 PM EDT
Positioning for Growth: The Next Evolution of the IncomePlus Fund
May 08, 2025 at 11:00 AM EDT
- 2.0 CE credits
Income Investment Strategy Symposium