Category: Client Engagement

Asking for referrals can feel awkward, especially when you don’t want to look like “That creepy referral guy!” If asking for referrals feels awkward, the problem may simply be that you’re asking at the wrong…

Don’t Tell Clients Your Value. Help Them Hear Themselves Say It. Here’s what’s happening when clients put the value you are providing into their own words. For years, I’ve been teaching financial professionals the importance…

In this age of skepticism, Social Proof brings the borrowed trust necessary to become relevant to your prospects. Social proof is simply the tendency of people to look to others when deciding what to believe,…

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…

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)…

[The following is drawn from my recent interview with Michael Kitces for my Top Advisor Podcast – Keep an eye out for the release of this episode in September.] Let’s face it: in an era…