Communication

Connecting the Old-Fashioned Way

AdvisorBlast – Quick Tips to Accelerate Your Practice  In this issue: Email communication is convenient but can be lacking; sometimes it’s best just to call. Instead of spending time agonizing over how to craft a response to a potentially unhappy or confused client’s email, just pick up the phone and talk with them. Last week I spoke with a […]

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Conversations That Count

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  What to say when people ask, "What do you do?" When meeting new people it's easy to talk about yourself: you're an expert on the topic, after all! But because our business is about helping people, when we're looking to connect with prospects, we […]

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Don’t Chance It

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  Be prepared for your prospect meetings – every time. Are you properly prepared for your next prospect meeting? When pressed, too many advisors will admit they simply "wing it." They want to feel comfortable and relaxed and come across as conversational, which are great […]

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Use the Same Words; Just Make Sure You Redefine Them for People

What do you think when you hear the word “Integrity?” How about “Ethical?” Although these words have been trashed by some within our industry, don’t shy away from using them. In fact use them, then define exactly what you’re meaning by them. For instance, by ensuring you use the word “ethical” in your discussion with […]

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Avoid Frustrations – Set Expectations Clearly

A frustration I hear regularly from advisors, especially at this time of year when they’ve spent time reviewing last year’s performance and are trying to connect with the client for their review, is that they don’t get their calls returned. This can be even more frustrating when you’re dealing with time-sensative information, like portfolio ideas […]

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Referrals: Say This, Not That

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: A better way to ask for referrals. Even seasoned advisors struggle with asking for referrals. You know you’re good at what you do and offer value, you know your clients like you, you know more people need your help. So why is asking for […]

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If I Were To Ask You…

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Simple ways to start meaningful conversations. Do you love or loathe end-of-year client review meetings? What about when you know they’re holding something back, but they just won’t fully open up to you and show you their deep concerns or weaknesses, even though you […]

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Be a Calm in the Midst of the Storm

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Provide a refuge in the midst of upcoming holiday frenzy. The holidays are coming – that hectic time of year, when almost everyone is frazzled, trying to add shopping, parties, and decorating to their already packed schedules.   It’s a perfect time for you […]

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Good Questions Are Better Than Clever Answers

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Ask simple questions which are more impressive than clever repartee. One of the best ways to make a positive impression on people is to ask them questions about themselves. Think about the last time you were in a situation meeting a lot of new […]

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Let Them Know They Matter

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Make time to make others feel significant! Recently I spoke with a homeless person in San Francisco. After talking with him for a while and asking questions about his life, he looked at me, laughed, and said that he hadn’t felt this important in […]

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