When you ask someone what they most want to do or accomplish in the next twelve months, it is easy for them to identify what they would like to be true. At the beginning of each year millions of people establish a set of New Year’s Resolutions. We all know what we want to be […]
If you asked yourself and others the two questions from last week, you realized everyone has the same answer for number one. What do you first look at when you open your bank statement? When a person opens their personal bank statement, the first thing they look at is the BALANCE. As individuals we are […]
The following two questions identify a unique distinction between clients and financial advisors: What do you first look at when you open your bank statement? Why is that item you look at important? Think about these two questions and ask others this week to gather their response. We will discuss the differences next week.
After talking with hundreds of advisors following the first half of 2009, several lessons were clear: maintaining households and assets does not maintain revenue, unless you are 100% fee-based. pipeline must include more potential revenue that you can loose through attrition or market loss. introductions only come from advocacy, which is started with a conversation.
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