Author Archive | Adam Kornegay

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Newark Airport or the Garden State?

Whenever I meet someone from New Jersey, I like to ask, “What the biggest misconception that people have about the state of New Jersey?”  Their typical response is, “Newark does not represent our state.” It’s unfortunate that for many people flying into Newark Liberty airport, the industrial complex surrounding the airfield is the first impression they have of the Garden State.  It’s a shame because New Jersey is a beautiful state with stunningly picturesque landscapes.  Would you have guessed that the image above is from Paterson, New Jersey? When my […]

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Say What You Mean and Mean What You Say

“He told me he’d call me back, but I’m not going to hold my breath.”  This is what I overheard someone say the other day. I’m not sure if she was talking about a business acquaintance or a potential boyfriend, but her tone was one of acceptance, not disappointment.  In other words, she’d come to expect it from this guy. One of the core components of a trusted advisor relationship is reliability: can others count on you to do what you say you are going to do?  Reliability is where […]

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What Are They Expecting?

What if, the first time you went to a new dentist, the receptionist blindfolded you before leading you back to the exam room?  That would be unnerving, right?  Many people are anxious about going to the dentist anyway, let alone if they have to completely trust a stranger they can’t even see. Now, think about how your clients and prospects are likely to feel when they come to see you.  Do they know what to expect? Or will they experience a similar fear of the unknown? Anxiety comes from a lack of […]

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Details Matter!

What’s one word that you expect a Financial Advisor or Financial Planner never to misspell? How about “financial”? Oddly enough, I can’t tell you how many times I’ve seen the word “financial” misspelled on LinkedIn, particularly on an advisor’s profile. I shake my head every time. Isn’t this is one of the first places that prospective clients will learn about you? Do you want sloppy and careless to be your defining characteristics? Details matter. A client or prospective client who sees a typographical or grammatical error is likely to think, […]

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Getting the Big Things Done

Of all the productivity tips I’ve learned and shared over the years, time-blocking has had the biggest impact – on me and on others with whom I’ve shared it. Perhaps you’ve heard the expression, “If you don’t plan your day, your day will plan you.” Time-blocking is a great way to plan your day (or week) in advance to get the big things done. I’ve also heard it referred to as timeboxing or creating a “model day.”  Like most of you, my introduction to the concept was from Stephen Covey.  […]

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Mastering Your Inbox

Some of our readers may remember when email was still so rare that it was actually exciting to hear the AOL voice say, “You’ve got mail!” People even sought out fun email notifications. Of course, as email usage grew rapidly, we had to mute our computers to avoid the annoying “ding” of email notifications. But even then, there’s the constant checking – for some it’s become an addiction! How can we be productive when we spend so much time checking our email? Given that we can’t pull the plug on […]

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Need Help Staying Focused?

“I just can’t seem to get anything done.” “As soon as I start, something pulls me away.” “Why can’t I just stay focused?” Sound familiar?  Our desire to be always available and always in-the-know can leave us feeling attacked on all sides by a barrage of information vying for our attention. But by allowing ourselves to be so easily distracted, we damage our own ability to think.  One study found that those who are persistently interrupted by emails and phone calls had a 10-point reduction in IQ – more than […]

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Planning Your Client Communications

Our last two posts (Stop Touching Your Clients and The Ways and Means of Client Communication) emphasized the importance of being intentional in your client communications. As we prepare to enter a new calendar year, take time to plan when you will communicate with your clients.  Here are three simple ways to do that. 1. Create a plan for the new year.  Start with a calendar and pick the days you want to commemorate with clients. Most advisors and planners provide some type of holiday greeting at Thanksgiving or in […]

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The Ways and Means of Client Communication

Last week we wrote about why and when you should reach out to your clients.  One of the points we made was that just because you think something is important doesn’t mean your clients do as well. The same is true for how you reach out to your clients.  Just because a certain type of communication works for you doesn’t mean that’s how your clients want to hear from you. Let’s discuss some of the ways and means of client communication: Group messaging through newsletters, email or social media. A broadcast […]

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Stop Touching Your Clients!

Perhaps the one piece of marketing advice that annoys us the most is that you must “touch” your clients X many times in a year. We have yet to meet someone who said, “Oh, you should work with my advisor, he ‘touches base’ with me every month!” Similarly, we’ve never heard of the magical “12th touch” that pushes a client into the category of “extremely satisfied” and leads to an avalanche of referrals. Keep in mind that your advice is the product, and your service is the wrapper.  Your clients […]

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