Do You Know Your Clients?
Financial DNA - Discovering Your Unique Financial Personality for a Quality Life!
No matter the industry, providers of products and services are
always saying something to the effect of: "You are blind as to who
is going to walk in the front door for their first meeting with
you. As you work with the client a bit you have a greater
collection of knowledge but still not the whole picture. It can
still take 10 years or more to really know who you are dealing
with". Do you truly k...
read more
No matter the industry, providers of products and services are
always saying something to the effect of: "You are blind as to who
is going to walk in the front door for their first meeting with
you. As you work with the client a bit you have a greater
collection of knowledge but still not the whole picture. It can
still take 10 years or more to really know who you are dealing
with". Do you truly know the life and financial motivations of your
clients? Their deepest desires? Do you know their risk tolerance?
Do you know what types of products and services they want?
read less
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Latest Episodes for this Channel
Wed January 27 2010
No matter the industry, providers of products and services are
always saying something to the effect of: "You are blind as to who
is going to walk in ...
read more
No matter the industry, providers of products and services are
always saying something to the effect of: "You are blind as to who
is going to walk in the front door for their first meeting with
you. As you work with the client a bit you have a greater
collection of knowledge but still not the whole picture. It can
still take 10 years or more to really know who you are dealing
with". Do you truly k...
read more
No matter the industry, providers of products and services are
always saying something to the effect of: "You are blind as to who
is going to walk in the front door for their first meeting with
you. As you work with the client a bit you have a greater
collection of knowledge but still not the whole picture. It can
still take 10 years or more to really know who you are dealing
with". Do you truly know the life and financial motivations of your
clients? Their deepest desires? Do you know their risk tolerance?
Do you know what types of products and services they want?
read less
Thu January 21 2010
In recent weeks we have strongly focused our messaging around
"business transformation". In particular, the need to address the
client experience that...
read more
In recent weeks we have strongly focused our messaging around
"business transformation". In particular, the need to address the
client experience that is being provided in order to transform. So
often, leaders regularly talk about getting the right people on
board, developing the team and the leadership, having the right
product, focusing the business plan, improving execution etc. These
are all i...
read more
In recent weeks we have strongly focused our messaging around
"business transformation". In particular, the need to address the
client experience that is being provided in order to transform. So
often, leaders regularly talk about getting the right people on
board, developing the team and the leadership, having the right
product, focusing the business plan, improving execution etc. These
are all important dimensions; however, they are not all of it.
read less
Mon December 07 2009
For advisors, growing your financial planning business is about
getting more of the right clients who you can profitably serve on a
sustained basis. T...
read more
For advisors, growing your financial planning business is about
getting more of the right clients who you can profitably serve on a
sustained basis. This means you must have financial planning
clients who will pay for the value you provide and will allow you
to do so efficiently and with minimum wasted energy. I am sure this
sounds logical and for many financial advisors this will sound
obvious. T...
read more
For advisors, growing your financial planning business is about
getting more of the right clients who you can profitably serve on a
sustained basis. This means you must have financial planning
clients who will pay for the value you provide and will allow you
to do so efficiently and with minimum wasted energy. I am sure this
sounds logical and for many financial advisors this will sound
obvious. The question is: are you acquiring clients and managing
relationships as well as you can?
read less
Mon November 02 2009
Have you considered what is going to propel growth in your business
in the coming months and years? Schwab conducted a research study
in March 2009 wh...
read more
Have you considered what is going to propel growth in your business
in the coming months and years? Schwab conducted a research study
in March 2009 which shows the greatest 3 enablers of growth are: 1.
Closing the deal with prospects - 75% 2. Maintaining quality
service - 73% 3. Adding new technology for scalability - 67% So
what is your strategy for closing more prospects more quickly and
improvi...
read more
Have you considered what is going to propel growth in your business
in the coming months and years? Schwab conducted a research study
in March 2009 which shows the greatest 3 enablers of growth are: 1.
Closing the deal with prospects - 75% 2. Maintaining quality
service - 73% 3. Adding new technology for scalability - 67% So
what is your strategy for closing more prospects more quickly and
improving client service?
read less
Mon October 19 2009
The theme at this week's FPA Conference in Annaheim centered on
trust. Becoming the trusted advisor is not a new idea however, it
is increasingly talk...
read more
The theme at this week's FPA Conference in Annaheim centered on
trust. Becoming the trusted advisor is not a new idea however, it
is increasingly talked about. The question is how do you become the
trusted advisor? How do you accelerate trust in your advisory
relationships, and for that matter in any relationship? Building
trust is directly related to how you behave in relation to others.
What man...
read more
The theme at this week's FPA Conference in Annaheim centered on
trust. Becoming the trusted advisor is not a new idea however, it
is increasingly talked about. The question is how do you become the
trusted advisor? How do you accelerate trust in your advisory
relationships, and for that matter in any relationship? Building
trust is directly related to how you behave in relation to others.
What many do not know is that the starting point for trust starts
with your behavior. If you do not trust yourself, then you will not
trust others and others will not trust you. What we have learned
from research is that some people are not naturally wired not to
trust and hence will always have more inherent difficulty in
building trusted relationships. So, these skeptical people have to
be more conscious in developing trust with clients (and their
team).
read less
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