Category: Be More Referable

Have you noticed that most clients tend to refer laterally and down on the economic ladder?   What’s up with that? Your thriving advisory practice depends not only on keeping your current clients but also on…

One of the questions I hear from financial advisors all the time is, “If this person is concerned about their financial future, and if they even suspect they could benefit from professional advice, why won’t…

Do your clients and centers of influence “trust” your referral process? ⬇️ Read below or WATCH FULL video on YouTube How you receive and process the referrals and introductions you get from clients and COIs…

Too many financial advisors rely on word of mouth and hope that referrals will naturally flow their way. And some will.  Unsolicited referrals are a barometer of great value and great relationships. However, most advisors…

The early phase of a client-advisor relationship is critical. The first 60 to 90 days, often referred to as “onboarding,” is not just about collecting signatures or completing paperwork. It’s a chance to deepen engagement and…

There’s a growing drumbeat from some “marketing experts” telling financial advisors to skip their why story.  They SAY that your clients don’t care about your story. I think that advice is incomplete – and it…

Most advisor websites fail this simple test, and it starts with the headline. The headline on your homepage is the first wording a visitor will see. Think of it as the billboard for your website. It…

Financial advisors are highly trusted by business owners. So, why do many of them lose the assets when the business is sold? When it comes to selling a business, financial advisors are ranked the most trusted…

After more than 30 years of coaching financial professionals and interviewing hundreds of top advisors on my Top Advisor Podcast (now in the top 3% of podcasts worldwide), I can tell you this with total…

In a past blog, I covered the neuroscience behind the incredible power of getting your clients to speak out loud the value of the work you’re doing together. (SEE:  Unlocking the Power of Value Discussions)…