In last week’s post, 2020 – Your Perfect Vision, I described vision as the word we use in business to dream about the future, to think about the possibilities of what that future could look like. A well-defined vision description should be as detailed as you can make it. When your team reads it, they should be able to imagine exactly what you have in mind and be inspired to want to help you achieve it. Many people use pictures to help them stay motivated toward accomplishing what they want […]
Welcome to 2020 – the year of perfect vision. The opportunity to write about 2020 and vision at the beginning of this new year and new decade is irresistible. Vision has always been precious to me for several reasons. Starting in third grade, I became aware of my extreme near-sightedness. Eye doctors said that my uncorrected vision was 20/800. Fortunately, glasses, contact lenses and finally Lasik surgery helped me immensely. One of my dearest friends, who lost her vision to Type 1 Diabetes, taught me a lot about the challenges […]
This week begins the start of a new decade as well as a new year. So, it’s a good time to stop, take a breath, reflect and refocus. Here is a checklist you can use to guide your thinking. Look back on 2019. What are you most proud of? What do you regret? Look ahead to 2020. What are you most excited about? What are your biggest concerns? Read up on new legislation and industry trends. For example, how well do you understand the SECURE Act and what it means […]
As we approach the end of one decade and the beginning of another, it’s good to reflect on past goals as well as take the first steps toward establishing new ones. Let’s begin by differentiating between two very different types of goals and the importance of each. Results goals Results goals represent the outcomes you want to see at the end of a specific period of time but over which you have minimal or no direct control. Annual revenue is the most important goal for most advisors and planners. Revenue […]
Last week we received an interesting notification from the Contact Us page on our website. Here was the message: “This is Don and Sarah Smith [not their real names]. You were our financial advisor when we first started in the market. You are amazing. We would just love to touch base with you after all these years.” Adam had no idea who they were, but I certainly did. Don and Sarah were in their twenties when they stopped by our office in the local Sears store in Fairview Heights, IL. […]
The lead article in the email I received from Investment News was titled, “This Week Marks the Beginning of a Seasonal Rally.” The article notes that the six-month period beginning at the end of October “historically trounces the performance of the prior six-month period” and goes on to explain the rationale and indicators. Was it that long ago that everyone was concerned about rising interest rates and the inevitable recession on the horizon? And what about the effect of a contentious election cycle? Whether you are a bull or a […]
Many advisors send cards and notes of thanks to their clients just before Thanksgiving. This year, you may want to send a version of this letter to your senior clients and/or their adult children. Please have it reviewed by your own compliance officer for any edits or disclosures they may require. Dear [Client Name], Thanksgiving Day, the fourth Thursday in November, marks the official start of the winter holiday season which typically runs through the end of December or into early January. It’s a time when families gather for catching […]
Five years ago, we began helping our advisor-clients customize a little booklet we call When a Loved One Passes Away. Its purpose is to provide a checklist for widows and widowers to help them get through everything that needs to be done in that important first year after losing their spouse. Although designed to guide clients, it has become an effective marketing brochure for some advisors who have reported receiving phone calls from people in their community who heard about it from a friend or family member and wanted a […]
We are excited to share that Adam’s article, Thumbs Up for Developing Your Niche, has been published as the cover story for the July issue of Next Generation Planner, a new digital (app-based), monthly publication of the Financial Planning Association. Designed for those who are new to the financial planning profession, NGP provides content focused on helping you make the most out of your financial planning career. The July 2019 issue is available now via the app. If you haven’t downloaded it yet, you can find the app in both […]
Last week, we examined how to establish your client service standards, which we defined as the basic standards for service you commit to providing to all clients. These standards would typically include administrative and operational items, as well as client communication and educational opportunities that are delivered on a one-to-many basis. Beyond your basic client service standards, you probably want to recognize your best clients in ways that might be difficult or too expensive to provide to everyone. Client recognition items include cards and gifts for special occasions, as well […]
