When it’s time to sit down at the planning table with a wealth holder, odds are you won’t be alone. The client frequently receives advice from many others including lawyers, insurance providers, money managers, accountants and philanthropic advisors. It’s up to you...
We’re big fans of good marketing. That may not sound like a ground-breaking statement, and you likely say the same, but here’s the thing: good marketing isn’t common in the advisory space. We’ve been providing professional, thoughtful, creative...
If you’ve ever uttered the words, “This business is all about relationships,” then you’re in good company; we’d be hard pressed to find an advisor we’ve worked with who hasn’t said the same. 20 years of talking with advisors has had that single thread running through...
Here are 6 Rules About Interviewing that we teach advisors to help them really zero in on their clients during Discovery (or any other time the client’s mouth is moving!). Good listening is more important than you think – treat it that way. Look for the things that...
When people explore goals, the conversation is pretty predictable. It focuses on what do you want and how important is it to you? But we’ve expanded that thought and found a key to helping clients get real about their goals, once and for all. You’ll love this....
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