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.
Blocking and Tackling
Since my July piece in Research, I have been focusing on “best practices.” Any treatment of best practices must include “blocking and tackling” — a sports metaphor that is well-defined by marketing and innovation expert John Caddell as meaning “work that’s not glamorous but is important.” While there are several...
The #1 Worst Practice: Getting Rid of Clients
Here's what your peers think about the spooky advisor practice known as book pruning.
Client Marketing: The Easy Way to Get Started
Having a good marketing strategy is key to retention, as well as to present and future business.
12 Steps to Near-Paperless Bliss
Digitizing paper files and routine processes is so valuable that it has to be at the top of advisors' lists on ways to be more productive.
Lessons Learned in Crisis Management: Sept. 11
How one financial advisor effectively shared his concerns and support with clients on this tragic day.
Why Asking for Referrals Is Not a Best Practice
Across the board, advisors with $100 million or more ask for referrals less than other advisors
Why Partnerships Are Best
In my experience—and based on my latest survey—I am now declaring: Multi-advisor partnerships are a best practice.
More Tweets Explained
As I mentioned in my last column, I have begun tweeting. I did it in part because I like it, but more so, I...