I've always been a big fan of leading with values. After all, how are you supposed to decide what choices make sense if you do not have absolute clarity on what matters most to you? You may use values-oriented exercises with your clients to help develop a meaningful financial plan…
As an independent financial planner trying to do it all, you may wonder where to invest your effort in marketing for the best outcome and how to know if a particular outlet makes sense for your business. Make your decision easy by returning to the basic tenets of direct marketing.…
Financial planners and advisers often describe marketing as the act of attracting “leads” to your firm whom you can then sell on becoming a client. With this myopic view you will miss out on multiple (and perhaps easier) ways to make more money in your business. Marketing is so much more…
For the past decade I’ve listened as financial advisers tell me they are afraid if they pick a niche and speak to one target audience, they will lose out on opportunities. Financial planners get nervous about pigeonholing themselves, so they keep their options open, and do not commit to the…
When it comes to practice management too many independent financial advisers attempt sporadic half-baked efforts to improve their business, throwing blindly at the marketing and operations dartboards. They approach each day scattered, without clarity on where to focus, spreading efforts too thin. Although busy all day, they end the day questioning…
4 Steps to Master the Skill of Completion You have clear vision, enthusiasm, and next steps, so you dive in to execute your plan. You even make some progress…quite a lot of progress. In fact, you complete about 80% of the effort necessary to finish the job. “This time will…
Your guide to scare away pests and take back your financial planning practice How many times have you heard that you must define exactly whom you want to attract in to your financial planning practice so you know where to direct your client attraction resources? That concept is the foundation…
The 4-part prospect marketing system to stay productive even when you feel rejected “Should I email her again?” “What if I get the voicemail? Do I leave a message?” “Would a quick text be better?” While this sounds like first date woes, it’s actually one of the most common rejections…
7 Actions to Take Now to be a Power User Ah, social media. The buzz is everywhere about how you need to be “on it.” So, you’ve set up your business accounts, and you dabble on LinkedIn and maybe even Facebook and Twitter. Do you wonder if you’re “doing it right?”…
3 Ways to Make Sure Potential Clients Know You Exist While You Learn Even More About Them Every week I drive my daughter Parker to ballet. As soon as I enter the parking structure, I see the right lane for “car wash clients only.” Every week I think, "Hmmmm, should I have them clean…
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