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Summary: Just as independent financial advisors need to provide clients with the personalized experience they want in order to keep their business, advisors have to engage with prospects on the latter’s terms in order to convert them to clients. Understandably, advisors want to put their best foot forward during discussions with prospects, but not all prospects want to peruse the same materials, nor do all prospects possess the same understanding of the nuances of financial advice and planning.
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Summary: Most change initiatives – whether intended to boost quality, improve culture, or re-engineer technology – generate only lukewarm results. Many just simply fail. The reality is that no adviser business survives over the long term if it can't reinvent itself.
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Summary: Six months ago, the two advisor partners were on the verge of a divorce. As in many troubled marriages, there was one major issue and lots of little ones—and combined, they had gradually poisoned the relationship.
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Summary: When a prospect transitions into a client they may experience your firm as a very in-touch, responsive firm that is always communicating. But after the accounts are opened and the prospect officially becomes a client, the communication can fall off. Your new client may feel like you just wanted to land them as a client.
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Summary: United Capital CEO Joe Duran says the financial plan you've crafted for your client is wrong. In fact, the surer you are that it's accurate, the higher the chance that it's wrong.
