Standing out from the robos
One way to differentiate yourself is to develop plans that align with your HNW clients’ values
- By: Beatrice Paez
- January 31, 2017 October 30, 2019
- 13:50
Latest news in Practice Management
The risk of accepting dangerous prospects
Ellen Bessner and Dan Richards discuss how to screen out problem prospects before they become clients (Part 1 of 8)
- By: Dan Richards, Ellen Bessner
- January 30, 2017 November 9, 2019
- 06:30
How to avoid costly mistakes
Get team members to work in pairs and discourage multi-tasking
- By: Beatrice Paez
- January 25, 2017 October 30, 2019
- 14:00
Is a high closing ratio damaging your total sales?
Jim Ruta suggests that a high closing ratio can damage an advisor’s total sales. He outlines strategies for boosting sales with a lower closing ratio
- By: Jim Ruta
- January 25, 2017 October 30, 2019
- 06:00
Mentoring — in reverse
Older advisors can connect with young mentors to learn about communicating with millennial clients
- By: Beatrice Paez
- January 24, 2017 October 30, 2019
- 12:30
Added-value conversations: Rethinking the bucket list
Dan Richards explains how to help clients reframe their bucket list so that it is more rewarding and fulfilling (Part 4 of 4)
- By: Dan Richards
- January 23, 2017 October 30, 2019
- 06:30
The secret of client retention
Deep knowledge of your clients is essential to meeting their expectations
- By: Dwarka Lakhan
- January 19, 2017 October 30, 2019
- 10:30
Plans to harmonize life insurance and investment regulations are not productive
Jim Ruta explains his view that plans to regulate life insurance and investment advisors the same way is not only counterproductive, it can damage life…
- By: Jim Ruta
- January 17, 2017 October 30, 2019
- 15:20
Align your staff with the your goals
Engage your team with the goal-setting process and offer performance incentives
- By: Dwarka Lakhan
- January 17, 2017 October 30, 2019
- 12:15
Should you hire your client’s child?
Check your firm’s policy and follow a formal process. And don’t be afraid to say no
- By: Beatrice Paez
- January 16, 2017 October 30, 2019
- 12:15
Added-value conversations: Countdown to retirement
Dan Richards explains why advisors should discuss satisfaction and happiness when speaking with clients about retirement (Part 3 of 4)
- By: Dan Richards
- January 16, 2017 October 30, 2019
- 06:15
Why traditional advisor listening-to-talking ratios are wrong
Jim Ruta explains why the traditional 90% listening to 10% talking ratio is not only wrong — it can hinder the early stages of an…
- By: Jim Ruta
- January 11, 2017 October 30, 2019
- 10:30
Philanthropy as a team motivator
Charitable efforts can help engage your staff members and your clients — while doing good
- By: Beatrice Paez
- January 9, 2017 October 30, 2019
- 11:45
Added-value conversations: Letters from Dad
Dan Richards discusses an article that got a dramatic response after an advisor sent it to her clients (Part 2 of 4)
- By: Dan Richards
- January 9, 2017 October 30, 2019
- 06:30
How to create a high-performance team culture
Motivate your team by rallying them around a common purpose
- By: Beatrice Paez
- January 5, 2017 October 30, 2019
- 15:15
Four easy ways to make 2017 your best year yet
Jim Ruta explains four straightforward steps to get ahead of the game and make 2017 your most productive year yet
- By: Jim Ruta
- January 4, 2017 October 30, 2019
- 14:00
Hold an off-site planning retreat
Gathering your team in new surroundings can help generate new ideas
- By: Beatrice Paez
- January 4, 2017 October 30, 2019
- 12:10
Online tools can save you time
These tools let you focus on what you do best: connecting with your clients and prospects
- By: Beatrice Paez
- January 3, 2017 October 30, 2019
- 11:40
Added-value conversations: Preventing Alzheimer’s
Dan Richards discusses the No. 1 concern for baby boomers — developing Alzheimer’s (Part 1 of 4)
- By: Dan Richards
- January 3, 2017 October 30, 2019
- 06:20
Casual Friday: Recommended holiday reading
These business-related books, suggested by members of the financial services community, might give you some valuable ideas for the coming year
- By: Beatrice Paez
- December 23, 2016 October 30, 2019
- 10:45
Best of 2016: Five keys to retaining top clients
Go beyond the basics to reinforce your relationship
- By: Dwarka Lakhan
- December 23, 2016 October 30, 2019
- 10:25
Best of 2016: Four survival strategies for new advisors
Seek guidance and learn as much as you can
- By: Dwarka Lakhan
- December 23, 2016 October 30, 2019
- 10:15
Best of 2016: Justify your fees to your clients
Explain what they get for the money they pay
- By: Dwarka Lakhan
- December 23, 2016 May 31, 2023
- 10:10
Seven silent persuaders that help attract business
Jim Ruta, former Agency executive manager, keynote speaker and coach at JimRuta.com, outlines seven silent persuaders that help an advisor attract business and referrals in…
- By: Jim Ruta
- December 21, 2016 October 30, 2019
- 10:30
CRM2: How to be on the right side of “money in motion”
In part six of a six-part series, Dan Richards, CEO, Client Insights, and Susan Silma, co-founder, CRM2 Navigator, explain that CRM2 reporting will require advisors…
- By: Dan Richards, Susan Silma
- December 19, 2016 November 9, 2019
- 06:30