Gaining altitude winter 2015 – Investment Executive https://www.investmentexecutive.com Canada's news source for financial professionals Wed, 30 Oct 2019 16:08:17 +0000 en-US hourly 1 https://wordpress.org/?v=5.9.3 https://www.investmentexecutive.com/wp-content/uploads/sites/3/2018/01/cropped-favicon-1-32x32.png Gaining altitude winter 2015 – Investment Executive https://www.investmentexecutive.com 32 32 What you can learn from Bernie Madoff https://www.investmentexecutive.com/building-your-business/practice-management/what-you-can-learn-from-bernie-madoff/ Fri, 10 Apr 2015 17:30:00 +0000 https://www.investmentexecutive.com/uncategorized/what-you-can-learn-from-bernie-madoff/ Dan Richards, CEO, Client Insights, explains what advisors can learn from the “peer group effect” that made the convicted fraudster consistently appear to be a wise and safe choice for certain communities.

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]]> Use a back-up request to get buy-in https://www.investmentexecutive.com/building-your-business/practice-management/use-a-back-up-request-to-get-buy-in/ Sun, 29 Mar 2015 13:00:00 +0000 https://www.investmentexecutive.com/uncategorized/use-a-back-up-request-to-get-buy-in/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, explains how using a back-up request with clients and prospects can help you reach your goals.

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]]> How to get in front of prospects https://www.investmentexecutive.com/building-your-business/practice-management/how-to-get-in-front-of-prospects/ Sun, 22 Mar 2015 14:00:00 +0000 https://www.investmentexecutive.com/uncategorized/how-to-get-in-front-of-prospects/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, outlines a value-focused strategy for getting appointments with prospects, and converting those initial meetings to broader conversations.

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]]> Why discipline is overrated https://www.investmentexecutive.com/building-your-business/practice-management/why-discipline-is-overrated/ Sun, 15 Mar 2015 20:00:00 +0000 https://www.investmentexecutive.com/uncategorized/why-discipline-is-overrated/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses recent research that suggests relying on willpower can actually lower your performance results.

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]]> Small decisions that lost a $5-million account https://www.investmentexecutive.com/building-your-business/practice-management/small-decisions-that-lost-a-5-million-account/ Sun, 08 Mar 2015 14:30:00 +0000 https://www.investmentexecutive.com/uncategorized/small-decisions-that-lost-a-5-million-account/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses the small decisions that led a $5-million prospect to choose one advisor over another.

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]]> Start the inheritance conversation https://www.investmentexecutive.com/building-your-business/practice-management/start-the-inheritance-conversation/ Mon, 02 Mar 2015 11:00:00 +0000 https://www.investmentexecutive.com/uncategorized/start-the-inheritance-conversation/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, explains how difficult it is for clients to discuss money with their adult children. He gives tips on how families can start the inheritance conversation now.

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]]> How to get emails opened https://www.investmentexecutive.com/building-your-business/practice-management/how-to-get-emails-opened/ Mon, 23 Feb 2015 11:15:00 +0000 https://www.investmentexecutive.com/uncategorized/how-to-get-emails-opened/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses some surprising research about what convinces clients and prospects to open email messages.

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]]> The best way to end to your day https://www.investmentexecutive.com/building-your-business/practice-management/the-best-way-to-end-to-your-day/ Mon, 16 Feb 2015 15:00:00 +0000 https://www.investmentexecutive.com/uncategorized/the-best-way-to-end-to-your-day/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses two ways that advisors can take five minutes at the end of the day to increase productivity. One comes from Harvard Business School, and the other from Jerry Seinfeld.

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]]> Why the way we work destroys productivity https://www.investmentexecutive.com/building-your-business/practice-management/why-the-way-we-work-destroys-productivity/ Mon, 09 Feb 2015 11:15:00 +0000 https://www.investmentexecutive.com/uncategorized/why-the-way-we-work-destroys-productivity/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses his February 2015 column in Investment Executive, which describes how advisors can increase their efficiency at work.

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]]> How to get prospects off the fence https://www.investmentexecutive.com/building-your-business/practice-management/how-to-get-prospects-off-the-fence/ Mon, 02 Feb 2015 11:15:00 +0000 https://www.investmentexecutive.com/uncategorized/how-to-get-prospects-off-the-fence/ In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses four tactics to consider when talking to prospects.

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