The No. 1 Prospecting Mistake
Don’t let these blunders derail your prospecting campaigns.
When’s the Right Time to Drop a Team Member?
You will destroy your team of financial advisors if you don’t pull the plug when you need to.
The Very Best
In my July article in Research, I published an appeal to advisors to fill out my “Best Practices 2011” survey. Over 380 FAs responded. To everyone who helped: Thankyouverymuch!!
How to Plan–and Live–Your Model Workday
It's time to look at how important your time is and try some key time-management strategies to improve your practice.
The One Best Practice
Being enthusiastic creates an immediate change in your sales results. As an added benefit, people’s reaction to your enthusiasm makes you feel better. It’s clearly win-win.
Cold Calling: Three Ways to Open the Door
You will get better results from prospecting with a product than a concept, and better results with a concept than a service.
A recent survey by Cerulli showed that wirehouse BDs had about a 43% market share of retail asset management as of end-2010 — down from almost half the market in 2007. Naturally, other distribution channels were gaining, among them independent BDs and RIAs.
To Do’s and Don’ts of Soliciting Your Personal Network
A “real friend” might brush a solicitation off and think no more about it, but too many solicitations to your “social connections” means you could earn a reputation you don’t want.
APEX Award for Web Excellence Goes to ...
The second-annual recognition goes to an advisor in Nevada who knows how to be found and look good.
Building an Offensive & Defensive Strategic Plan
In every downturn I've witnessed, advisors who did not have systems in place to raise new money participated in the hated income-reduction plan.