Author Archive | Adam Kornegay

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Show Them Who You Are!

Last week we wrote that one key to success with community involvement is joining a group that you would join if even if you weren’t a financial advisor. Another key to success is finding ways to demonstrate the characteristics that people value in a financial advisor.  What are those characteristics?  Here are a few: Good communication skills Pleasant demeanor Care and concern for others Honesty/trustworthiness Willingness and ability to get things done When others observe those characteristics in your community involvement, they’ll assume that’s what they would see in you as […]

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Community Involvement – Finding Your Place

Community involvement can be one of the easiest ways to grow your network.  Rather than reaching out to new prospects one by one, getting involved with community organizations connects you with groups of people with similar interests. The key is to get involved with groups that you would join even if you weren’t a financial advisor.  If your heart’s not in it, it’ll show. I’m loosely defining “group” as an entity where there’s a unifying purpose.  It doesn’t have to be a purpose with a capital “P.”  Rather, something as […]

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What Your COI Needs to Know

In last week’s post, Unconventional Centers of Influence, guest contributor Bob David shared some out-of-the-box thinking about centers of influence.  Essentially, anyone who comes into regular contact with your niche could potentially become a center of influence. Once you’ve identified some of these COIs, the next question is, what do you want the COI to know about you? The three most important items are: Who you help How you help them What to do next First, you need to share who you help, and details really do matter.  Don’t just […]

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Everyone Gets a Next Action

The disappointment in his voice was palpable.  He blew it. And he knew it. I was facilitating a group coaching call when I heard his story. Jake was a new advisor with a decidedly old-school approach to contact management. Rather than spend hours learning (and fighting with) the latest, new-fangled CRM system, he liked the simplicity and efficiency of a paper planner. The problem came when he suddenly realized – a full three weeks too late – that he missed the promised date for his proposal. Taken in isolation, you […]

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Principled Persuasion or Malevolent Manipulation?

Groucho Marx is purported to have said, “The secret to life is honest and fair dealing. If you can fake that, you’ve got it made.”  Ironically, there is some debate on the internet as to whether he was the originator of that phrase.  Of course, as Abraham Lincoln often said, “You can’t believe everything you read on the internet.” I recently had the honor of appearing on the You’re a Financial Planner, Now What podcast with Hannah Moore.   At one point during the podcast, I made the point that one […]

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What’s Your Metaphor?

In her popular TED talk, “Your Body Language May Shape Who You Are,” Amy Cuddy shares various postures that demonstrate feelings of power. Her conclusion (which has since come under question), is that maintaining key high-power poses for a few minutes will lead to meaningful changes in one’s life. One of the poses she identifies is the “Wonder Woman” – standing straight up with your hands on your hips. Go ahead; give it a try right now. To me, the key is not the pose itself, but the “hero” metaphor […]

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Take Your Meds!

Take Your Meds!

If you were to ask most advisors, “what is your most precious resource?” the most common answer is likely to be time. After all, no matter what we do, we can’t add more hours to the day. Regardless of how much our to-do list grows or our inbox expands, there will always be 1,440 minutes in each and every day. But have you ever noticed that some tasks take longer on some days than others? For example, we’ve all had those days where we’ve been completely locked in and able […]

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Working for Mom or Dad?

As Susan wrote last week, we’ve seen more and more “mature” financial advisors and planners creating their own succession plans by hiring their sons or daughters. This week, I thought it would be appropriate for me to provide some do’s and don’t’s for the sons and daughters: Talk with your parent, and develop a shared vision for the practice’s future. Make sure you have a clear picture of your team’s ideal clients – and that you can articulate the value you and your team provide them. Learn about your parent’s history […]

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Are You Listening?

Last week, I had a regular check-up with my primary care physician.  As usual, he checked a few things, asked a few questions, typed a bunch of notes into his laptop and then sent me on my way. Later that day, I received a brief recap in his physician portal that was basically the same thing that I received last time I met with him.  Even though I brought up a specific concern with him, that discussion seemed to have vanished into the ether.  What happened?  I know he was […]

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I Don’t Know is Okay

For most of my life, I wanted to be the smartest person in the room—the one with all the answers, the one everyone could turn to for knowledge and advice. Consequently, whenever I didn’t know the answer to a question, I was at a loss as to what to say. While I never made up an answer, I usually floundered around with a rambling “non-answer.” No matter what, the last thing I wanted to say was, “I don’t know.” But ultimately, over time, my thinking changed for two reasons: I […]

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