Financial Performance in the New Behavioral Economy White Paper

The winds of change are moving fast through the modern economy, and this includes the financial services industry. What we are seeing is the emergence of the New Behavioral Economy – where the client is king and behavioral finance is in. This means the approach to providing financial services will become client centered and will […]

Confidence and Client Engagement: Keys to Advisor Success

This week I attended the Financial Behavior in Retirement Summit in Chicago and presented “Really Knowing Who Your Clients Are”. The presentation guides advisors to understand the importance of knowing the natural behavior of clients and uncovering their life and financial motivations in order to tailor services to them. By customizing their services, advisors will […]

Frustrated by the Lack of a Systems-Based Discovery Process?

One of the first things that I did when I began a business coaching practice in 1998, was to enroll in Michael Gerbers Certified E-Myth Consulting program. You probably know Michael Gerber as author of the E-Myth Revisited. The E-Myth is largely based on the story of McDonalds, one of the worlds most successful and […]

Using Communication DNA For Lead Generation

Do you ever find yourself thinking about how to generate leads from your lead generation activities? Although most advisors generate the bulk of their new leads from client referral, they usually have other business development programs to enhance the growth rate of their business.? These lead generation activities range from the more traditional methods, such […]

Using Communication DNA for Developing Your Client Meeting Reports

To achieve high levels of client engagement and satisfaction, you need to customize your client communication, based on the wants, need sand preferences of each client.? Advisors who deliver the same program, package or meeting to all clients have very little hope of achieving high client satisfaction rankings.? On the other hand, it is a […]