Author Archive | Susan Kornegay

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Preparing for Review Meetings

By Susan Kornegay on May 14, 2019 in Clients, Progress Review

Assuming that you have your clients sorted out and coded in your Client Relationship Management (CRM) system so you can meet with them at intervals appropriate for their situation, let’s take a look how to prepare for those meetings. The first item is your agenda. Your life is a lot easier when you have an agenda template that you can use for most, if not all, your client review meetings. Email it to them when your meeting is confirmed, suggesting that they take a few minutes to jot down anything […]

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Challenged by Review Meetings?

By Susan Kornegay on May 7, 2019 in Clients, Progress Review

Some advisors schedule their clients’ next review meeting before they leave the office from the last one. Others can’t remember the last time they had a review meeting with some of their clients. Many know they should be better organized for review meetings but feel overwhelmed by the whole process. Our focus for the month of May is helping you better manage your review meeting process. The first step is getting organized, and the first question is, how frequently should review meetings be held? Many planners and advisers tie frequency […]

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Helping Families with Special Needs

By Susan Kornegay on March 26, 2019 in Clients

Many years ago, our lives were changed when we learned that Jason, our 18-year-old, college student son, had been in thrown from a car driven by a friend who fell asleep at the wheel. His traumatic brain injury led to six months in 2 different hospitals, including several weeks in ICU, followed by a year at an out-of-state rehab center. He had to relearn how to eat, walk, talk, and just about everything else. The next seven years were eye-opening for us. We had to navigate securing good medical care, […]

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Addressing the Concerns of Seniors

By Susan Kornegay on March 19, 2019 in Clients

Led by baby boomers, the number of Americans age 65 and older is expected to more than double by 2050 to a projected 88.5 million. As a financial planner or advisor, you know that strengthening relationships with your aging clients and their family members will enable you to retain and grow assets that might otherwise be lost as clients die or become incapacitated. What can you do now to provide guidance and resources to help older clients organize their financial lives so that they and their loved ones can face […]

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Helping Clients Teach Their Children

By Susan Kornegay on March 12, 2019 in Clients, Communication & Education

Did you see the recent Investment News article Financial literacy: An epic fail in America? Although 78% of financial advisors strongly agree that financial literacy is a serious problem in the U.S., only 4 in 10 advisors are doing anything to address the problem. Yet, according to the 2018 Survey of the States: Economic and Personal Finance Education in Our Nation’s Schools, only 17 states require that high school students take a personal finance course. As a financial planner or advisor, what can you do to help your clients and their […]

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Serving Young Adults, Couples & Families

By Susan Kornegay on March 5, 2019 in Clients, Communication & Education, Financial Planning, Planning

Like many planning and advisory practices today, you may be concerned about serving the needs of the next generation of clients – young adults, couples and families. You know that if you don’t connect with them early in their adult lives, you may miss the opportunity altogether as they engage with someone else or even use online resources for financial help and advice. And yet, you also know that many young families have minimal needs for asset management. At least, their asset management needs are minimal by your standards since […]

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Help Your Clients Get Organized

By Susan Kornegay on February 26, 2019 in Client Service, Clients, Productivity

Our last few articles have focused on helping planners and advisors improve their own organization and productivity. Today, we’re sharing some ways you can help your clients get organized. Our first suggestion is to provide or help your clients put together a Personal Financial Organizer. Having their most important documents in one place can be useful when buying a home, filling out FASFA forms, planning for retirement or managing the many tasks that come with the passing of a loved one. The Personal Financial Organizer can be a binder, a […]

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Your Core Values & Why They Matter

By Susan Kornegay on January 29, 2019 in Clients, Communication & Education, Growth, Messaging, Networking, Purpose, Referrals

Most people have some type of core values or belief system that influences what they do in business and in life. Areas in your practice where your core values may be particularly relevant include client experience, investing, team interaction, business practices, marketing, and business development. Here are some examples of how your values or beliefs impact your approach. Client experience – the importance you place on the depth of relationships you establish with your clients; how comprehensive and consistent you believe your advice process should be; what you believe about […]

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What If a Prospective Client Isn’t Ideal?

By Susan Kornegay on January 22, 2019 in Clients, Growth

You’ve met (or been referred to) a new prospective client. Fortunately, you have a clearly defined description of your ideal client criteria. Unfortunately, this prospective client doesn’t meet them. What do you do next? There are three possibilities. 1. Pre-ideal First, the prospective client very closely resembles your ideal client in all the qualitative areas you’ve defined. However, he or she doesn’t yet meet your required level of assets. The operative word is, “yet.” We would call this prospective client, “pre-ideal.” They are pre-ideal because you know that they will […]

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