Author Archive | Susan Kornegay

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2019 Business Planning: Go!

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 […]

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2019 Business Planning: Get Set

Assuming you have followed the recommendations we provided in 2019 Business Planning: Get Ready, by this point you have: Reviewed and refined (or redefined) your vision for your ideal practice – what you want your practice to look like going out 3-5 years. Defined or redefined your ideal client – the clients your practice is designed to serve well and you want to attract. Reviewed how you did in 2018 – which quantitative goals you met or exceeded, and which ones were missed. Now it’s time to put together the […]

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2019 Business Planning: Get Ready

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 […]

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Authenticity and Conviction, part 2

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 […]

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Authenticity and Conviction

Last week we led a workshop at the Financial Planning Association’s annual conference on the topic of Telling Your Story with Authenticity and Conviction. It seems that many advisors and planners struggle with what to say when someone asks about what they do. Perhaps you do, as well. We began with the story of one of our clients. Keith and the other two advisors in his practice were invited to an open house at a local law firm where he struck up a conversation with one of the attorneys. She […]

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Attending the FPA’s Annual Conference this week?

Come and see Adam & me: Wed, Oct 3 at 4:00 pm, Plaza Ballroom – Quick Start workshop – Telling Your Story with Authenticity & Conviction! Thurs, Oct 4 at 5:15 pm, Plaza Ballroom – Power Networking Student / NexGen event – Table Topic: Importance of Active Networking Or let us know you’ll be there, and we can find a place to meet up! #FPACONF18

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Building Strong COI Relationships

Just like any other type of relationship, building rapport with centers of influence takes time and attention. Begin by getting to know them. The more genuine interest you demonstrate in them, the more likely they will want to get to know and understand you. Ask them to meet you for coffee, for lunch or for a drink. See if you have common interests and personal chemistry. Ask about their business. Find out how they became successful. People love to tell their stories and give advice. Give them that opportunity. Ask […]

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New Hire Not Working Out?

Has this ever happened to you? After hours spent finding just the right person for that support staff spot you needed to fill, and especially after you think you have clearly outlined your expectations, you move forward with hiring them and boom! You begin to see a pattern of late arrivals and other signs that cause you to wonder, “Where did I go wrong?” This happened to one of our clients recently. They decided to work with a temp agency to find a new support person on a “rent-to-own” basis. […]

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How Confident Are Your Clients About Their Future?

Clients come to us because they care about planning for their future. Although they know—or so we hope—that no financial planner knows exactly what the future will bring, there are several ways we can help increase their confidence. Help your clients develop a clear vision for their future. One of our advisor/clients spends an entire meeting focused solely on helping his clients define a detailed description of their ideal future, after which he prepares a narrative for them that becomes part of their plan. The level of detail helps maintain […]

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How Transparent Do Your Clients Perceive You to Be?

The word “transparency” is used a lot in our business, generally referring to fees, and of course, we have to be open about describing what we charge for planning, investing and other services we may provide. But transparency is important in other areas, as well. The key is never to let your client be surprised. Provide and discuss your fee schedule. Make certain your clients understand exactly what they are paying for and how much. Explain the risks and rewards for any course of action you recommend. Just about everything […]

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