Without situational coaching, young advisors are unprepared when the conversation goes off script.
If you learn how to interpret someone’s handshake, you can immediately adapt your behavior to appeal to their communication needs and instantly build a more productive relationship.
Is it efficient and productive to have four people do a job that appears to take two?
Many advisors want to write or have an idea for a book stuck between their ears. They’re waiting for the time and inspiration to get it down on paper. So let me tell you a secret.
Since you’re in the business of building and nurturing relationships, your social capital is one of your most valuable assets.
Here are four things you can stop doing to make a significant difference in your daily productivity.
How will you leverage networking’s holiday season grand finale without being perceived as the friend who is desperate for business?
Have you noticed the epidemic of poor follow up? Recently, I did a LinkedIn survey asking this question and 88% of respondents said ”yes.”
How can you leverage the time you have left in this year to maximize your referral results?
I can smell the beach, sunscreen and hot dogs.
Let’s look at two overlooked activities you should be tracking to ensure referral sustainability.
Here are five tips to improve your productivity and ease your stress.
The passing of my beloved pet and “office dog” offers an important insight into how advisors can serve clients when they truly need help.
How would you answer this question, “What makes you different and unique from everyone else who does what you do?”
I’ve been asked many, many questions about referrals from advisors all over the country. This article has the most popular questions I’ve heard time and again, followed by my response.
In many ways, introverts are better networkers than extroverts. I know what you’re thinking. How can that be? No way!
The golden rule has a huge flaw that needs to be exposed. It sets you up for failure on a big assumption that everyone does want to be treated the way you want to be treated.
Let’s look at four reasons why COIs don’t refer you and what you can do differently to influence better results.
If you are responsible for bringing in prospective clients, closing those prospects and servicing clients, you’re in sales.
LinkedIn is not for everyone, but if you’re in the camp that loves it, listen up. If you don’t love LinkedIn, let me convince you to take a second stab at it.
Facing off with clients at the end of a review meeting with a referral request makes everyone squirm. Those days are over, at least for my clients.
It’s your responsibility to make it easy for people to refer you.
Fear of rejection ranks high, but there’s more than one way to get referrals.
Getting more referrals is one thing and getting better referrals is indeed a completely different issue.
The key to getting referrals from a board is treating those influential people as genuine centers of influence.
Many financial firms have one rainmaker, meaning they rely solely on one person to bring in new business.
Many investors have become unsatisfied with how their advisor chose to respond to the pandemic.
Here are four habits to incorporate into your daily routine that will trigger referral activity.
I have much to say about referrals. For this article, let’s focus in on three of the biggest mistakes I have seen advisors make with referrals.
When you hear or see the word “threat,” it triggers you in some way. Associating that word with referrals will evoke a terrifying shiver. This is, of course, assuming you’re interested in wanting to acquire more referrals.
Imagine if you had a meter to measure the positive energy in your firm. How often would it be buzzing off its hinges at full tilt toward positivity?
Have you ever noticed that Mother Nature always wins?
Doing what others don’t do positions you as someone special. Let’s take a look at two things you can start doing today.
I’ve seen many examples of how advisors make themselves more interesting, but here are three best approaches that have a big impact.
If you asked your COIs to give you a grade, what would they say?
High-achieving female advisors have five things that they focus on daily.
Networking is still happening during COVID-19. Let’s compare two types of networking: external and internal.
Financial advisors are stressed about referrals. Here’s how you manage that stress.
What about all the other components of your referral network beyond clients and COIs? Don’t succumb to wearing referral blinders.
What does your corona response look like? Consider some of these opportunities.
In a profession heavily dominated by men, female financial advisors need women to serve as mentors, role models, confidants and champions.
For many advisors, asking clients for referrals remains a messy, uncomfortable situation.
In my 18 years as a referral coach for financial advisors, I’ve heard every complaint about COI relationships. The number one complaint centers on reciprocity. My clients want the secret to productive, reciprocal COI relationships.