Practicing Performance
In many cases the difference between success and failure is small. One action or one decision or one more attempt can be the difference in the outcome. Usually, we are in the way of our own performance and so it is critical to keep out of our own way. Have you noticed some people find […]
The Key Ingredients for Relationship Performance
Research is showing that many advisory firms talk about the importance of building relationships with clients. However, the clients do not believe there is a quality relationship. So what is the key ingredient to build your relationship performance? In our work, we talk about the need for advisors to build relationships which emotionally engage the […]
Performance Pulse Checking with Colleagues
Yesterday, in the office we were all reviewing our Performance Capacities using the new Performance Index Pulse Check tool. In short, the exercise is to quickly rate yourself a 1 to 5 on 20 short phrases which are grouped in 4 categories: Direction, Confidence, Emotional Engagement, and Wisdom. After rating yourself you then easily calculate […]
Wealth Management Psych Out
In “Wealth Management Psych Out”, Donna Mitchell explains how behavioral finance has moved from theory to practice, informing tools and techniques for connecting with wealthy clients. Included in the article is an interview from Hugh Massie, President of DNA Behavior International and a former financial advisor for wealthy families and entrepreneurs. He discusses how he […]
Understanding Your Financial DNA
Rick Helbing,? a Certified Financial Planner who provides strategic financial planning to Medical Professionals, Dental Professionals, and Family Business Owners, discusses the importance of understanding your Financial DNA in his Fresh Financial Ideas blog. “There once was a time when you might meet with a financial advisor for an hour or two. He or she […]
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 […]
Preventing Client Disloyalty
I recently read with great interest an article published in the Harvard Business Review called “Stop Trying to Delight Your Customers”. The article addresses a recent research study of 75000 people conducted by the Customer Contact Council a division of the Corporate Executive Board which showed that a major contributor to client disloyalty across a […]
