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.
The Rainmaker's Reign is Over
Almost 10 years ago, I wrote about a serious issue for advisors that was not getting the attention it deserved. In this article, I present another major issue that the industry must address or suffer the consequences: the lack of an integrated marketing approach to grow their firms in the...
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.
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.
The Magic Formula for Advisory Firm Success? There Isn’t One
Each firm is different, every owner is different, but the successful ones commit to a—get this—plan, and learn from their failures.
Investing in Yourself
Without a good business foundation, it's very difficult to make smaller changes work successfully.