Buying High, Selling Low: Are You Ready for the Next Downturn?
During market run-ups, many advisors tend to run their firms as if the market will rise forever. It doesn't have to be this way.
‘Strategic’ Lying: To Get the Job, Tell Advisors What They Want to Hear
We don't countenance dishonesty in the employment process. Rather, as a job candidate you should show firm owners that you can help solve their problems.
4 Reasons to Get Beyond the Single-Rainmaker Model
Once owner-advisors get past a rainmaker mentality and create a marketing foundation within their firms, executing a solid marketing plan can have many benefits beyond simply attracting prospective clients.
The Other Benefits of a Marketing Plan
A solid marketing program combined with an emphasis on consistently great client service (and away from rainmaking) will increase outside prospects, referrals and closing ratios.
How Do You Know When Client Service People Are Good?
We recently received an email from an advisor asking how we assess the performance of client service staff in independent advisory firms.
The Rainmaker’s Reign Is Over
Firms that rely on one or two rainmakers will find themselves struggling to keep up. It's time for a new strategy.
Yet Another Reason Why Internal Successions Are Best
Advisors are counting on an external sale (eventually) to fund their retirement, but in our experience the best exit strategy is an internal succession plan.
Run (Your Business) Like a Girl
Do women make better financial advisors? Angie Herbers doesn't know, but she says "with some certainty" that female advisors make better advisory firm owners.
Why You Should Use Team Bonuses Based on Firm Revenue
It would be a shame for advisors to confuse David Grau's and Michael Kitces' aversion to individual revenue-based bonuses with team bonuses.
Your Corporate Culture: The Party You Throw Daily
To build your corporate culture, approach it the way a professional party planner would.