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The data is in. And yes, you are very likely standing at the base of a mountain of referral opportunity. Clients love you, they tell their friends and you don’t meet most of the people who hear about the great work you do. It’s time to stop the referral madness. The Opportunity (Though the Eyes of […]
Without a doubt, there’s great innovation in this industry and it deserves our attention and applause. The explosion in fintech is helping you become more efficient. And it’s helping to enhance your offer to clients. And while these advances are both important and significant for the industry, many of them are invisible to your clients. […]
It’s an illness that many of us share and it’s running rampant in this industry. Thousands of smart people are drawn to this industry to change the lives of their clients and build a great business along the way. And things are good. Until they aren’t. These advisors are the victim of a wide-spread but […]
I love it when data surprises me and that’s exactly what happened this week. As you may know, I’ve spent more than a few years researching the drivers of referrals, translating that into a referral model and sharing that information through this blog and the presentations I deliver. For the most part, the focus has […]
This week I learned a lesson about perfectionism. It was one of those ‘learning moments’ I’d prefer not to have, if I’m completely honest. But if it’s at least somewhat instructive for you, then at least some good can come of it. To set the stage, and as you may know, I spend quite a […]
We all started out in this industry with clarity, focus and, if we’re honest, significantly more energy than we have today. We were like sponges for new ideas and experimented with the growth tactics we learned at conferences, from colleagues, from articles and books. And while we didn’t necessarily know what we were doing, we […]
Question. What percentage of prospects, who take the time to meet with you, become clients? I’m going to go out on a limb and guess that it’s high. And while ‘high’ is a good thing, the question masks a real problem. There’s a more important (and potentially uncomfortable) question I need to ask. What percentage […]
The workshop was focused entirely on designing the next phase of your business – the kind of business that supports the life you want to live. During an intense day and a half, a small group of advisors asked themselves tough questions about the businesses they really wanted to create. They dug deep to create […]
If there is one aspect of business building that has confounded even the smartest of entrepreneurs, it’s developing the team. The reality is that we simply don’t have the skills to develop their skills and that can have a long-term and negative impact on the business. If you have one team member, you have a […]
The nature of business development, I think it’s safe to say, is changing. You might argue (perhaps persuasively) that not much has changed when you’re sitting across from a prospect. In that moment, it’s about the needs of the prospect and determining if the fit is right. It’s just you and the prospect and the […]
