Perspectives

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Planning Your Client Communications

Our last two posts (Stop Touching Your Clients and The Ways and Means of Client Communication) emphasized the importance of being intentional in your client communications. As we prepare to enter a new calendar year, take time to plan when you will communicate with your clients.  Here are three simple ways to do that. 1. Create a plan for the new year.  Start with a calendar and pick the days you want to commemorate with clients. Most advisors and planners provide some type of holiday greeting at Thanksgiving or in […]

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The Ways and Means of Client Communication

Last week we wrote about why and when you should reach out to your clients.  One of the points we made was that just because you think something is important doesn’t mean your clients do as well. The same is true for how you reach out to your clients.  Just because a certain type of communication works for you doesn’t mean that’s how your clients want to hear from you. Let’s discuss some of the ways and means of client communication: Group messaging through newsletters, email or social media. A broadcast […]

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Stop Touching Your Clients!

Perhaps the one piece of marketing advice that annoys us the most is that you must “touch” your clients X many times in a year. We have yet to meet someone who said, “Oh, you should work with my advisor, he ‘touches base’ with me every month!” Similarly, we’ve never heard of the magical “12th touch” that pushes a client into the category of “extremely satisfied” and leads to an avalanche of referrals. Keep in mind that your advice is the product, and your service is the wrapper.  Your clients […]

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Coaching

Solving the Biggest Challenges for New(er) Advisors

When we work with new (or newer) financial advisors, there are three themes we hear consistently: I never feel like I know enough. I want to help people, but when I talk about what I do, I always feel like a sleazy salesperson. I wish I had others I could talk to. The Imposter – For many younger advisors, it’s not easy to give advice to people the same age as your parents or grandparents.  Couple that with the fear that you just don’t “know enough,” and it can be […]

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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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Are You Ready?

Are you ready for it?  You know, the question that always comes when you are just getting to know someone in a new group in your community.  The one that goes like this: “So…what do you do for work?” Many advisors stumble or are less effective than they want to be when someone asks about their work.  Sometimes they’ll launch into a “value proposition” because that’s what they were trained to say.  Or they’ll simply respond with, “I’m a financial advisor,” and expect that the other person will know exactly […]

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