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Cleaning up Messes
by Dan Richards, 12/8/09
Whether it's a phone call to a difficult client, a meeting with a retiree whose portfolio has been hit hard, a tough conversation with an underperforming staff member or getting through a mountain of filing, most of us have at least one issue on which we have been procrastinating for weeks, months, maybe even years. Dan Richards gives some tips for dealing with tough issues.

Avoiding the Black Hole of Business Planning
by Dan Richards, 12/1/09
This month, many advisors are working on next year's business plans. For many, those plans will end up like a black hole in space - lots of energy will go in and little or nothing will come out. Dan Richards shows how to avoid getting sucked into this black hole.

Tapping into Today?s Number One Client Concern
by Dan Richards, 11/24/09
Larry Porcelli, the head of the private client group for US fund giant BlackRock said that their research shows that 70% of Americans are willing to move their accounts if another firm or advisor offered expertise on constructing portfolios to avoid running out of money. Dan Richards identifies two things advisors need to do to capitalize on this opportunity.

Client Gifts that Stand Out
by Dan Richards, 11/17/09
Having trouble with ideas for holiday gifts for your clients? Dan Richards offers four strategies for selecting a gift with a meaningful impact.

Using Case Studies to Make Your Case
by Dan Richards, 11/10/09
Case studies rank as one of the most effective ways to tell your story to prospects. As Dan Richards writes, well-written case studies can be more persuasive and memorable than the typical marketing material which advisors use with prospects.

Five Steps to an Effective Portfolio Review
by Dan Richards, 11/3/09
Even with the recovery in markets since March, given client losses in the last two years this can still be a tough time to conduct portfolio reviews. Dan Richards provides a five-step approach to effectively conducting those reviews.

The Power of Proactive Client Calls
by Dan Richards, 10/27/09
Dan Richards often asks advisors how many proactive calls they make to clients in the average day. The most common response is one or two ... and often the answer is zero. Many advisors underestimate the impact of proactive calls on clients.

Three Ways to Inspire Clients
by Dan Richards, 10/20/09
Given the beating their portfolios have taken and the general mood of skepticism, often your goal when meeting with clients is to have them leave feeling more optimistic and upbeat about their future prospects and in particular about your role as their advisor. Dan Richards offers three ways to uplift your clients' spirits, while confronting today's crucial issues and building your credibility.

Work Smart by Building Thinking Time into Your Day
by Dan Richards, 10/13/09
Consistently committing the time to think critically can lead to a dramatic boost in overall productivity. So how do we go about ensuring we're "working smart"? Dan Richards offers five opportunities to build thinking time into your business - you can do this annually, quarterly, monthly, weekly ... or even daily.

A Quarter-End Letter to Send Clients
by Dan Richards, 10/6/09
Last fall, Dan Richards began posting quarter-end letters that advisors could adapt for their own use. Many advisors have told him that they have received an outstanding response to the letters they sent as a result, and Dan provides a template for a third-quarter letter.

Turning Intention into Action
by Dan Richards, 9/29/09
Dan Richards' recent article, A Wakeup Call for Advisors: Turmoil at the Top of the Market, drew by far the largest response of any his articles in the last year and a half. Focusing on a number of recent articles on affluent investors leaving existing advisors, the article laid out five strategies to respond to this trend. Of course, laying out the strategies is the easy part - it's acting on them that's tough - and Dan offers suggestions for advisors looking for a way to prioritize their action plan.

Communicating in a Sound Bite World
by Dan Richards, 9/22/09
Advisors today operate in a very different world from twenty years ago. Dan Richards discusses one of the most significant changes - the shortening of attention spans - and the resulting shift in what it takes to communicate effectively.

Practical Advice for Students Entering University
by Dan Richards, 9/15/09
If you have clients with children heading off to college or university this fall, consider emailing these tips which Dan Richards provides, both for them to read and perhaps to pass on to their children. Chances are those tips will be particularly appreciated where kids are leaving home and living on their own.

Tapping into Your Prospect?s Hot Buttons
by Dan Richards, 9/8/09
Experienced advisors know the importance of identifying and responding to the emotions that drive client's and prospect's behavior - and tailoring the way they interact with each individual's hot buttons. Dan Richards discusses how you can simplify your clients' lives with respect to communication, and provide a valuable service at the same time.

Listening for the ECHO in Client Calls
by Dan Richards, 9/1/09
In the course of a typical week, all advisors and their support teams have lots of routine telephone interactions with clients. At a recent roundtable for advisors, a top producing advisor told Dan Richards about a simple step he'd implemented that significantly increased the mileage from those calls.

The Case for Optimism
by Dan Richards, 8/25/09
Only a few months ago, economist's doomsday scenarios caused widespread concerns that we were about to revisit the Great Depression. That consensus view on the economy has shifted remarkably quickly, with a much more positive outlook for the immediate period ahead. Dan Richards cites two recent articles making a persuasive case for optimism.

An Alternative Way to Conduct Client Reviews
by Dan Richards, 8/18/09
Experienced advisors know there's no substitute for face-to-face meetings to review portfolios, especially in times such as these. In some cases, however, a client's location or schedule make it impossible to meet face-to-face - in those cases, Dan Richards offers an alternative method to conduct that review.

Behavioral Finance Traps En Route to Investment Success
by Dan Richards, 8/11/09
To understand why investors fail to stick to their plans, economists and academics are studying the rapidly growing field of "behavioral finance," analyzing the patterns of behavior that cost investors serious money. Dan Richards looks at the current research and its implications for investors and advisors.

A Wakeup Call for Advisors: Turmoil at the Top of the Market
by Dan Richards, 8/4/09
Recent articles in Business Week, the New York Times and the Wall Street Journal describe turmoil among high-net worth investors and have profound implications for financial advisors. Dan Richards offers a five-point response for advisors to counteract investor disillusionment with their current relationship.

Three Powerful Words in Client Conversations
by Dan Richards, 7/28/09
Some words are particularly effective when talking to clients and prospects, says Dan Richards. For example, when it comes to advertising and direct mail, nothing beats the word "Free" in a headline. Among the words used by advisors, arguably the single most powerful phrase is "Tell me more."

Three Easy Steps to Effective Networking
by Dan Richards, 7/21/09
For some, breaking the ice when meeting someone new is a daunting task. Many advisors have confessed to Dan Richards that they are not natural salespeople and aren't comfortable talking to people they don't know. Here are three keys to networking effectively when you're in a setting where you're meeting new people.

Three Steps to a Referral Conversation that Works Today
by Dan Richards, 7/14/09
Recommendations initiated by someone looking for an introduction to an advisor doing a good job for a friend have always been an important driver of referrals, but this will be especially true this summer. In some instances, your clients will be asked outright how they feel about the job you've done and if they are comfortable recommending you. Dan Richards provides a three-step plan to make this happen.

The True Cost of Volatility
by Dan Richards, 7/7/09
Most advisors and investors hate volatility - the up and down hits to clients' long term goals. (To be more accurate, we hate the downs - the ups we don't mind so much.) Dan Richards discusses the big price clients pay for that volatility - not just stress and lost sleep at night, but volatility in portfolios that induces behavior that costs many investors serious money.

Getting Prospecting into First Gear
by Dan Richards, 6/30/09
"A year ago, all kinds of new clients were coming on board - I was firing on all cylinders" a veteran advisor told Dan Richards recently. "Today, I'm having trouble getting prospecting into first gear. I feel like I'm stuck in a rut and I'm not sure how to get out." Dan sketched out a plan for two low cost prospecting lunches, with six simple steps taking ten to twelve hours per lunch.

In Search of Unconventional Thinking
by Dan Richards, 6/30/09
Astute investors search out insights that aren't reflected in stock prices. For this to work, though, you have to be prepared to differ from the pack and defy conventional thinking - once an idea enters the mainstream, it no longer gives you an edge. Dan Richards discusses some important positive ideas that unconventional thinking elicits from the news and analysis presented in traditional media.

A Mid-Year Letter to Your Clients
by Dan Richards, 6/23/09
Even with the 40% market recovery since March, many investors are still very anxious and looking for guidance and direction from their advisors. One way to respond to this demand is by sending clients a mid-year letter with your thoughts on where we are today and an outlook for the period ahead. Dan Richards has prepared a template for you to use.

Tackling Today?s Number One Client Challenge
by Dan Richards, 6/16/09
Talk to advisors about the challenges they face today and you'll get a lengthy list - often headed by unhappy clients, reduced income and a struggle to stay positive and productive. While these are all serious issues, says Dan Richards, for most advisors they are dwarfed by the number one obstacle to getting business back on track - rebuilding investor confidence in our trust and integrity.

Thirty Seconds to Better Client Conversations
by Dan Richards, 6/9/09
We're all looking for ways to make the time we spend talking to clients on the phone and in meetings more productive. Recently, Dan Richards spoke to an advisor who made one small change to his routine that led to better results from client interactions. With an investment of just thirty seconds before each call and meeting, he has seen a meaningful change in outcomes.

Building Personal Connections with Clients
by Dan Richards, 6/2/09
Over the past few months, we've all read about "the new frugality" that has become part of our culture. Consumers are rethinking their spending plans - yielding some surprising results about how people decide their priorities in tough times. Dan Richards looks at the implications of this trend for financial advisors.

Developing an Optimistic Outlook
by Dan Richards, 5/26/09
An optimistic outlook is the most important trait advisors can bring to the job. Overcoming a negative mindset is the necessary first step that makes everything else we do possible. Dan Richards shows how to put explicit strategies in place to stay motivated - for most of us, motivation doesn't happen unless we make it happen.

Turning Corporate Downsizing into Prospecting Success
by Dan Richards, 5/19/09
Optimists in the investment business claim "Crisis breeds opportunity." Dan Richards looks at the worst consequence of the current crisis - corporate downsizing - and shows how advisors used five different approaches to create opportunities while helping those faced with job losses.

Lessons from Winning Athletes
by Dan Richards, 5/12/09
Dan Richards analyzes the characteristics of successful professional athletes and offers several lessons for advisors. When you watch top-performing athletes and winning sporting teams, it's tempting to attribute their success entirely to talent. And yes, talent is of course essential, but other less obvious characteristics matter just as much when it comes to achieving success.

A Prospecting Tip from Barack Obama
by Dan Richards, 5/5/09
Rather than asking for donations online, the Obama campaign's on-line advertising had the single-minded objective to get people to sign up for their email list, agreeing to receive more information. As Dan Richards explains, the reason for this was quite simple - obtaining an email address and the owner's agreement to receive future communication about the campaign was vastly more valuable than a single donation.

Structuring Your Day for Maximum Productivity
by Dan Richards, 4/28/09
Two things make your day productive - the first is what you do and the second is how you do it. Dan Richards provides some practical tips for advisors to structure their days for maximum productivity.
Results 401–434 of 434 found.