Communication

Poor Communication Causes Advisors to Repeatedly Lose Clients

The phenomenon of endless blogs and studies addressing this topic serves only to complicate what is in fact a simple issue. It’s not just the financial services industry that loses clients through poor communication – it can happen across all service providers. So, are clients petulant and easily seduced away to another provider? Well maybe, […]

clients perspective case deeper discovery

A Client’s Perspective: The Case for Deeper Discovery

Since most advisors have no way of knowing why their client is behaving they way they do, they will pick an interpretation—because that’s what our brains do. The way we see one another can be irrational, incomplete and inflexible—and largely automatic. And it is a two-way street: both from an advisor’s and a client’s perspective. […]

is your client susceptible

Is Your Client Susceptible?

You spend a lot of time developing a trusting relationship so you can create a customized portfolio and financial plan for your clients. But it could all unravel in the blink of an eye! There are three often over-looked financial personality factors at play with each of your clients and these are often hidden deep […]

Behavioral Matching Simultaneously Meets Both Challenges

Behavioral Matching Matters

In working with financial services firms (including banks and insurance companies) all over the world I have found many are at different stages of searching for the right path to become more client centered. On this journey to the next level they all have the primary challenges of growing their revenues and managing the ever […]

clients participating dna behavior discovery

Clients Enjoy Participating in the DNA Behavior Discovery

The question we are most often asked is “will my client want to participate in the Financial DNA Discovery Process?” Our Wealth Mentors have had very few clients resist participating. The reality is people do enjoy learning about themselves. It can even help in their business and personal lives. It is liberating for them to […]

How to Close the 40 60 percent

How to Close the 40/60% Relationship Gap in Engagement and Sales

Social media, in all its forms, is an important tool for businesses. When used appropriately, it enables interaction and engagement between service providers and their customers. An undeniable example for the power of social media in todays world is all the concepts, products, applications, services, etc. that have grown exponentially in reach through Facebook interactions […]

LET YOUR SALES TEAM GIVE YOU A REVENUE LIFT

Let your Sales Team Give You a 23% Revenue Lift

Successful selling is about making and maintaining connections! Yes, but its also more than that. Successful sellings greater success lies in building relationships that deliver repeat business, referrals, and bottom line lift. There are key behaviors that, when identified, are found in the most successful sales environments and some of these behaviors may not be […]

WHOS IN CHARGE OF MINDING

Who’s in Charge of Minding the Client?

Advisors are expanding their practice and planning for their own eventual retirement.? The consensus is generally that younger team members can bring new skills to any practice. Theyre good with social media and they can, it is assumed, relate to younger clients and prospects. In a recent webinar, the main presenter made an intriguing observation […]

Protect Clients from Themselves

Your clients long-term financial goals may be out of sync with the risks theyre willing to take to reach them. According to a recent survey by asset manager Natixis, while about 70% of investors they polled said that growing their assets is increasingly more important than protecting their principal investment, nearly 60% also said they […]