Author Archive | Pathfinder Team

Pathfinder Office Hours

Announcing Pathfinder Office Hours – Fridays at 2pm Eastern

Something on your mind that you need to work out? Need a quick jumpstart on a new marketing idea?  Just looking for some motivation at the end of the week?  Introducing Pathfinder Office Hours – a completely free, open-ended conference call for financial advisors and financial planners with a focus on business development and practice management. Every Friday at 2pm Eastern at 865-297-4321.  Arrive the top of the hour or midway through – whatever works for you!

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Adapting Your Style to Different Generations & Personalities

Adam was the featured facilitator for the FPA’s Coaches Corner Spotlight webinar on Thursday, July 18, 2019. His topic was Back to Basics: Adjusting/Adapting Your Style to Different Generations and Personalities. In this interactive session, Adam presented concepts to help planners and advisors: 1) identify key characteristics and motivations of a client; and 2) adapt to those differences in a meaningful and authentic way in their conversations and marketing efforts. You can watch the webinar here

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Unconventional Centers of Influence

Note: As we begin a three-part series on centers of influence, we are pleased to welcome our friend and colleague Bob David ( as our guest contributor. Are you an advisor frustrated with the results you’re getting from networking with traditional centers of influence (COIs) such as CPAs and attorneys? If you said “yes” to that question, rest assured you’re not alone. Over the years we’ve been taught that the best referrals will most likely come from CPAs and attorneys because they deal in areas that give them a front-row […]

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Speak Plainly, PLEASE!

I was recently visiting with an advisor and his team, discussing their lack of process regarding a drip campaign to prospective clients, when we stumbled upon an interesting fact. It wasn’t a lack of process that was the issue. Rather, they didn’t know who to send it to, and they had no materials anyway! As we looked over the brochure and on-boarding information they shared with a prospective client in that first discovery meeting, it became clear that they had two problems. First, they lacked drip material because they were […]

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Groundhog Day

The famous celebration of Groundhog Day is tomorrow. As you may know, the celebration in Punxatawney was the setting for Bill Murray’s movie Groundhog Day. Murray plays a weatherman sent to cover the event but finds himself locked in a time loop where he relives the day over and over again. The film has become a popular metaphor for feeling trapped in a recurring set of circumstances that persist no matter what we do. Since January 1st, I can’t find a treadmill to access, a bike that is open for […]

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Employee Evaluations Made Easy!

No matter how small or large the firm, bonus plan or not, being a business owner with employees means performance reviews. Yes, it can be time-consuming, and it may not be your favorite activity, but not having some sort of formal review process is unwise and can slow a firm down.  Now that we have started a new year, if you still do not have an evaluation process in place, we can offer some guidance. First, the purpose. When you started your firm, you probably pictured a place with happy […]

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What Matters to You?

Yesterday I received a beautiful card in the mail that included a DVD, beach towel and information about the Clearwater Marine Aquarium. In case you are not familiar with the organization, it is a non-profit dedicated to preserving marine life and environment while inspiring the human spirit through leadership in education, research, rescue, rehabilitation, and release.  Two dolphins, Winter and Hope, were rescued by CMA and the DVD shares their journey. Today, these dolphins, who are wounded but thriving, work with handicapped veterans and children sharing a connection of living […]

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Your Brand is Not a Gift

In the last few months, I have helped several advisors refine their brand and two develop logos for new business ventures.  Inevitably hours and hours of minor tweaks and refinement have occurred, particularly around the logo, with painstaking, detailed discussions around the density of the line bordering the graphic and so on.  Luckily, I have a fantastic strategic alliance partner whom I engage to manage the heavy lifting on these efforts, as that is not my area of expertise.   It got me thinking about what brand means to the prospective […]

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Fall is my favorite time of year. I thoroughly enjoy the cooler weather, change in leaves and the start of the holiday season. While many advisors I work with view this time as a winding down of the year, I can honestly say that I see this as a chance to make some last minute adjustments in my business or personal life to close the year out with a sense of a job well done. I also find this season as the perfect time for advisors to assess their business […]

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Service That Matters

According to Gartner the world’s leading information technology research and advisory company, 64% of people think that customer experience is more important than price in their choice of a brand. By 2020, customer experience will overtake price and product as the key brand differentiator. It’s no surprise that expectations are climbing both in technology but also in personal service. In the age of the robo-advisor phenomena, I find this stat especially interesting. While there is no doubt that some investors will naturally trend towards the “do it yourself” approach. There are […]

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