That’s classic sales management advice, yet I have seen countless sales professionals ignore it at their peril. The advice applies outside of sales too, and I just witnessed it yesterday in a whole new context on my flight to San Francisco. We are all buckled into our (relatively) comfortable exit row seats and the flight […]
Wealth Management Advice
Why Should Your Clients Trust You?
In my March 24 post (Want Client Loyalty? Do Something You Don’t Have To Do) I wrote about trust being the number one driver of client loyalty, and how important it is to put your clients’ needs before your needs and your firm’s needs. But what is trust and how can you increase it? My […]
Want Client Loyalty? Do Something You Don’t Have To Do
In my March 17th post I quoted from the research of industry expert Mike Kostoff. Mike has been a consultant to some of the world’s leading wealth management firms for over twenty years, and he noted that the drivers of client loyalty to a firm differ than the drivers of client loyalty to an advisor. […]
Put Your Hand Up, Not Out
Thanks to everyone who had comments on my March 6 post Free Advice From a Mentor, I have had some stimulating conversations. One person who knows me well was surprised that I didn’t include one of my other oft-repeated golden rules: “Put your hand up, not out.” I often advise others that they should seek more […]
ABA Wealth Management Conference
Here are the sessions I am looking forward to over the next three days at the ABA Wealth Management Conference in Scottsdale, Arizona. I’ll be back here next week with observations and potential implications on the intersection of leadership, advice an technology. Let me know if you’re going! 1) Financial Services in a Mobile World […]
…and They Don’t Hire Advisors Very Well Either
In my February 25th post They Can Always Spend More… I referenced several massive financial failures of the rich and famous. Forbes continued the hit parade yesterday in Robert Laura’s article What Broke Athletes And Celebrities Can Teach Retirees: The statistics are startling: Sports Illustrated estimates that 78% of former National Football League players are […]
They Can Always Spend More…
Whitney Houston may have been broke before she died, and now her estate may have problems. NBA star Allen Iverson may be broke, too. And as this story in today’s Huffington Post relates, he has lots of familiar company in Mike Tyson, Lenny Dykstra, Dorothy Hamill, Terrell Owens and many, many others. In 2009, Sports […]
Are You Using Technology to Engage and Collaborate With Your Clients?
I created this blog to explore the intersection of leadership, advice and technology to improve the lives of financial advisors and their clients. Leadership is a critical element for any organization, and there are many great sources to tap for inspiration and further exploration. But setting leadership aside for the moment, I have lately found […]