Allan Roth of Wealth Logic discusses 10 tactless-but-true things he tells clients that differentiate his firm and add value. These include that he cannot predict the future and asking clients whether it is their “goal to die the richest person in the graveyard.” Financial Planning online
Some financial advisors are talented at the technical aspects of advising but lack a business mindset, which presents a big obstacle to a successful practice, writes Stephanie Bogan, CEO of Educe. “Whether you are a sole proprietor or a partner in a larger firm, your mindset determines your level of…
Advisor coach Angie Herbers writes that firm owners who work on their listening skills can improve employee motivation and grow their business. She suggests three ways to accomplish this. ThinkAdvisor (free registration)
Benefits advisors should give serious thought to how to climb the client relationship pyramid and move from vendor to trusted advisor, writes Jack Kwicien of Daymark Advisors. He suggests a focus on client's business issues and a consultative approach to client interactions. Employee Benefit Adviser (free registration)
The passage of the Tax Cuts and Jobs Act is leading some companies to expand their benefits offerings, with a Willis Towers Watson survey showing 34% of companies surveyed considering personal financial-planning services for employees. That creates opportunities for advisors in the corporate benefit planning market, experts say. Advisor News
A number of advisors offer advice on how to deal with clients who are rude or unreasonable. Among their tips are not allowing clients to treat you like a salesperson, watching for conduct red flags and not prolonging a bad situation. InsuranceNewsNet online
Technology is improving accounting and advisory tasks in many ways, but it can't supplant the need for asking clients the right questions to determine their goals, writes certified financial planner Steve Sanduski. Questions that get to the root of clients' values and motivations can help advisors meet their financial and…
The long-running rally in the equity markets has boosted portfolios but also increased investors' and advisors' vulnerability, writes Gary Manguso of FTJ FundChoice. He offers four steps to prepare clients for an eventual downturn in the markets, beginning with insisting on a meeting. InvestmentNews (tiered subscription model)
Management coach John Bowen lists six key words — all beginning with C — that he says are paramount in strengthening client loyalty. "A devoted, delighted client base is vital to creating and growing a truly exceptional practice," he writes, noting this is important because "[w]e are moving toward an…
Providing a positive client experience is not just about achieving good financial performance, writes Matt Matrisian of investment solutions provider AssetMark. In an increasingly competitive environment, he asserts advisers need to enhance their client service by constantly updating their offerings and being proactive in engaging with clients, providing advice that…
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