Author Archive | Susan Kornegay

Like most advisors and planners, you may have a pretty good understanding of who your ideal clients are. If I were to ask you to identify them, it’s likely that four or five clients would immediately pop into your head. But you may not have taken the time to identify the specific traits or factors that define your ideal clients. Your first thoughts are likely to be quantitative. How much assets must they have under your care and management? How much revenue should they generate to meet your expectations of […]

One of the great things about January is that it’s a new month, a new year and to some degree, a fresh slate. It’s no surprise that more people join gyms or buy workout equipment in January than any other time of the year. For your clients, the new year is an appropriate time to rethink their goals for building financial security for retirement or financial independence, as well as measure the progress they have made over the past year. For you, it’s a great opportunity to refine your vision […]

Last week we looked at setting your quantitative goals and developing your strategies for meeting them in 2019. Now let’s talk about how to get started on implementation. By now you should have a list of your specific strategies for 3 key areas – client experience, support structure, and growth. Putting together a simple spreadsheet will enable you to sort your list and track your progress. We suggest including columns for Priority, Strategy Description (abbreviate as needed), Start Date and Status/Next Steps. You can also add a column if you want […]

It’s that time of year again…time to take out the 2018 business plan, dust it off, and see how things have gone. Now, where is that plan? In the back of the desk drawer? Under the stack of papers on the credenza? Isn’t that the problem with business planning? So here we are, looking ahead to the new year, excited about capitalizing on the opportunities ahead. We think about all the things we can do to better serve our clients and grow our business. We set goals and think of […]

Last week we asked the question, “If financial planners and advisors have such a life-changing impact, why aren’t we shouting it from the rooftops instead of feeling (and sounding) so awkward?” We suspect that you can think of at least one story about someone whose life was changed for the better because of the guidance they received from you or from another planner in your practice. Is that true for you? Think about that client’s story. What was their situation before they engaged with that financial planner or advisor? What […]