Category: Communicate Your Value
What Schwab’s 2026 RIA Benchmarking Study Reveals About Relevance, Referrals, Transformation, and Creating Advocates By Bill Cates, CSP, CPAE [Author’s Note: While Schwab’s RIA Benchmarking Study is based on reporting from RIAs, the concepts, strategies,…
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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…
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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…
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In this digital age of skepticism, social proof is one of the fastest ways to build trust, even before a prospect meets you. Most prospects don’t have the technical expertise to assess investment strategies, tax…
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Information Is Everywhere. Interpretation Is Scarce. Financial Advisors Must Become Financial Interpreters For years, financial advisors viewed other advisors as their primary competition. Today, that is changing. Your next competitor may be a YouTube personality,…
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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…
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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…
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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…
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According to a recent report from Invesco Global Consulting, top-quartile advisory teams maintain an average of 4.3 formal strategic partnerships, more than twice the average of lower-performing firms. Those same top-performing advisors also generate 29%…
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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,…
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