Today, most clients are overwhelmed by the barrage of messages vying for their attention. This webinar will highlight research on what leads to effective persuasion in a sound-bite world, particularly when it comes to complex topics like financial planning, investing and economics:
Two recent research studies upended the conventional wisdom about why advisors lose clients – one an internal study by a large investment firm, the second a research report from the consulting firm Accenture.
For most advisors, the days of quick conversion from an initial conversation with prospects to them becoming clients are over – many prospects are taking months and sometimes years to make the move. This webinar will discuss how successful advisors are adapting to that reality by building a pipeline of future clients. You’ll hear best practices and success stories featuring:• Why it’s critical to adopt a “pipeline mindset”• How to get prospective clients into your pipeline• Moving prospects through the pipeline• Getting prospects in your pipeline to become clients
Are there ways to improve the odds of making meaningful change in your business?
The conventional thinking about what it takes to create a winning culture is unhelpful – either it is too vague or flat-out wrong. Instead, there are three traits shared by organizations with winning cultures.
In the last fifteen years, the Nobel Prize for economics has twice been awarded for research in the field of behavioral insights – Daniel Kahneman in 2002 and Richard Thaler in 2017. And a third Nobel Laureate, Robert Shiller, is also associated with research that challenges the rational view of investor behavior.
In this 60 minute webinar, Dan Richards will outline how advisors can tap into behavioral insights to improve decision making by existing clients as well as to attract new clients. In this webinar, Dan will touch on:
As well as:
We’d all like to get more done in our day. Recently, best-selling author Dan Pink outlined three powerful, research-backed ways to improve your productivity.
When dealing with problematic clients, there is no cookie-cutter formula that works all the time. But by getting clarity on and being proactive in dealing with what is causing the issue, you will manage the damage from problematic clients for you, your team and your practice.
Everyone has clients who take up more than their share of time. A recent email from an advisor raised the question of how to manage this when it becomes more than a minor irritant.
Many advisors invest large amounts of time developing financial plans for clients – yet research shows that most clients see limited value in their plans and 80% of recommendations in financial plans aren’t acted on.
In this webinar, 30 year industry veteran Dan Richards will outline the flaws in financial planning as practiced today and the changes needed to fix those flaws. Among the things Dan will talk about:
Dan Richards is author of the best seller Getting Clients Keeping Clients: The Essential Guide for Tomorrow’s Financial Advisor, recognized as the best resource for client communication by leading industry association LIMRA. Dan built and sold two businesses in the financial industry and served as CEO of a broker dealer with 3500 advisors. Today he is an award winning instructor in the MBA program at the University of Toronto.
Dan will answer attendees’ questions during the webinar and will be available to continue the discussion on APViewpoint.
Advisors tell me referrals are “drying up” – and industry data backs this up. Here are the reasons behind this trends and what advisors should do to restart the flow of high-quality referrals.
Even if you don’t mislead or offend clients, if you bore them, the time and effort to communicate with clients is wasted. There are six components to doing a great job of communicating online. While some advisors get two or three of them right, almost no one nails all six … and as a result, you aren’t getting the return that you could.
Almost 60 years ago, an article appeared in the Harvard Business Review that posed the most important question for any business – and a question that is essential for advisors to address today.
Advisors can learn from Vanguard, whose advice platform is adding $5 billion in assets a month, in part by making videoconferencing a core part of how it communicates with clients.
Every advisor wants clients to be 100% satisfied, especially those top clients who drive profitability. It takes three things to ensure that your very best clients feel well served. Regrettably, most advisors do a mediocre job on the first two and an abysmal job on the third.
Historically, the key to attracting clients was telling your story in a compelling fashion. Going forward, being articulate and persuasive will still be important – but not as much as having a differentiated and compelling story to tell in the first place. In fact, only those advisors who offer truly differentiated value to clients will be successful.
When I talk to advisors whose businesses are growing, I am struck by the extent to which they’ve changed and adapted the way they work. It’s not just that the things that made you successful in the past won’t lead to success in future. More alarming for many advisors, continuing to do the things that you’ve done to this point is a guaranteed prescription for failure.
What can advisors learn about attracting clients from one of the world’s most admired companies?
Getting clients to spend time reading our emails is challenging. That’s why I was struck by an advisor about who’d sent an article to clients that had nothing to do with their investments.
Two simple strategies will improve your level of focus. One is used by Ray Dalio, the founder of the world’s largest hedge fund, and he said it is central to his success.
I recently attended a talk that presented new research on brain fitness, the biggest concern of many baby boomers.
Every advisor wants clients to feel acknowledged and appreciated. Despite that, many clients feel that they are just one of many names and faces that their advisor deals with and are unsure just how much their advisor values their business. With Thanksgiving approaching, here’s an effective way to say ‘thank you’ to your clients.
