Real Deal Leadership
Are you part of a wealth management team, an ensemble, or a sole practitioner with one or more support personnel? Over 50% of advisors claim to be on a team in some capacity. That’s great news as far as I’m concerned. Affluent investors make smarter financial decisions when they have a qualified financial team on […]
Staying Ahead of Google Trends
I was recently looking into some Google search trends. In addition to the research we do, it’s a nice way to see changes in consumer preferences. Sometimes you see decreases in search volumes (i.e. fewer people each year are searching the term “stockbroker”). More importantly though, you see increases in search volumes that point to […]
5 Post-Pandemic Affluent Trends
Interested in acquiring more affluent clients? If so, you need to understand today’s post-pandemic affluent investor. Our 2022 research project, fielded in June 2022 on 1,002 investors, has identified 5 affluent trends. 1. Affluent clients want to learn, especially from their advisor – this is no surprise considering the ongoing market volatility. In times like […]
Anticipating Your Clients’ Emotional Needs
My flight leaving Vancouver was delayed. This meant my connection through Chicago would be tight. After a week of the high-wire act that is delivering presentations, I was ready to be home. I was missing my family and my wife was ready to be done with solo-parenting. After a few hours of eagerly waiting in […]
The Comfort Zone Enigma
I’m sure you’ve heard often about getting outside your “comfort zone.” If we are looking to push our limits or exceed our goals, we are often met with encouragement to step outside our usual habits and behaviors. However, as one might suspect, this is much easier said than done. This is what I like to […]
You Need More Client Friendships
We’ve long reported on the impact of more personal relationships with clients, talking often about the “emotional connection” that benefits advisors and clients alike. In our most recent project, we simplified this study to focus on whether or not a client considers their financial advisor a friend. If you’re curious, 55% said they did, 35% […]
Resetting for the New Normal
A lot of noise is being made about all of us adapting to the post-pandemic new normal. Media pundits are having a field day analyzing the trends; remote work, inflation, home prices, travel restrictions, supply chains, mental health, booster shots, divisive politics, and the list goes on. The reality is that we all – you, […]
How to Politely Turn Away Poor-Fit Prospects
“How do you handle prospects who aren’t a good fit?” It’s a common question we hear. Many financial advisors find themselves caught between the present and the future. Bringing on new clients feels great in the moment, but bringing on the wrong clients can create future headaches. The truth is, turning away a prospect is […]
Approach Q4 Like a Championship Team
It seems as though summer has just begun, yet before we all know it, Labor Day weekend will be in our rearview mirror with the focus of finishing the year strong. Getting a head start is how the majority of elite teams ensure that they end the year well. Fortunately, the process of determining what […]
Your Ideal Client Profile
When I ask a group of financial advisors to share their thoughts on an ideal client, I often hear things like “willing to take my advice” or “appreciates our planning approach.” What I’m really after are indicators of an ideal client that would be identifiable from a marketing standpoint. After all, it’s a little harder […]
