Thursday, April 25, 2013 at 4:05PM A client makes a referral when they tell someone else about you and recommend that they call you. And 90% of the time those people don’t actually contact you.
Thursday, April 18, 2013 at 3:09PM Clear communication enhances client engagement. That may be obvious, but many advisors persist (inadvertently, I'm sure) in speaking jargon with clients.
Tuesday, April 16, 2013 at 2:28PM Tweet
Steve will be the guest on the Accelus Partners Expert Series Interview teleconference “The Art of Referrals.” The conference will be on April 30 at 5:00pm EDT. Click here to register.
Our interview will address the following topics:
Join us for 30 minutes of discussion followed by an open Question and Answer session. Those registering for the live event will be provided a replay of the call, even if you cannot attend.
Register for this teleconference here.
Friday, April 5, 2013 at 3:46PM In a sea of generally dismal service in its industry, JetBlue stands out. And there is a lesson in that for financial advisors.
Wednesday, March 13, 2013 at 3:06PM Tweet
Please join me for a free webinar on niche marketing Wednesday, March 20 at 3:00PM Eastern. You can register here:
When you meet an ideal prospect, what do you tell them is the reason they should hire you rather than any of the other advisors they meet? Trust, good service, great employees, and experience won’t do it – all advisors say that. “Because I am a fiduciary” doesn’t work because it just confuses people. So what will work?
You need a special service or skill tailored to something your ideal clients are looking for. It means you need a niche.
You have probably heard this before, but how do you find a niche and create a compelling offering around it? The answer is what is missing from so much of what has been written about in courses and articles.
By the end of this webinar you will know:
My webinar on referral marketing was voted in the top 5 of all webinars on Bright Talk last year. This program is just as valuable and interesting. I hope you will join me!
Thursday, March 7, 2013 at 9:58AM I look at hundreds of advisor websites – of my clients, their competitors, and in doing research. Most say pretty much the same thing. It is frustrating, boring, but understandable.
Tuesday, January 29, 2013 at 9:19PM Tweet
I am compiling success stories of advisors who have been particularly effective at defining a niche market and building a practice around it. Who are the advisors who, in your mind, have:
Who stands out in your mind as a practitioner or a firm that has become known for something specific and communicates their special skill or value particularly well? Please suggest people or firms in the comments below or by email. I would love to recognize them for their sucessful strategy!
Over the next month or so, I will be in Boston, Philadelphia, and Orlando. I have other trips coming up this year. But I am happy to talk to your nominees wherever they are!
Wednesday, January 23, 2013 at 1:24PM Being client driven means engaging clients in helping you focus your strategy on delivering the best experience. Part of that is learning what services or expertise you can add to separate yourself from other advisors. And part of it means eliminating what does not add value.
Friday, January 11, 2013 at 4:11PM When a client asks for your help in achieving a goal, what is the first thing you ask? Do you have a plan?
Friday, December 21, 2012 at 4:19PM
BrightTALK has named my program Stop Asking for Referrals as a Top 5 Webinar for financial advisors in 2012!
The recognition is based on number of viewers, viewer ratings, and feedback received on the program.
BrightTALK started their Thought Leadership for Financial Advisors series of programs in September, 2011. Since then, the program has grown to 4,500 members and 67 presentations.
Thanks, BrightTalk! We are proud we could be part of the series!
