Jeff Thorsteinson

Jeff Thorsteinson is a partner in Advisor Practice Management, an organization that helps financial advisors build world-class practices through innovative concepts, tools and systems.

Your Business

5 steps to building better centres of influence

Advisors need a more disciplined approach to professional referrals

By Jeff Thorsteinson |May 14, 2026

6 min read

Planning and Advice

Nothing to fear, but fear itself

Financial advisors matter most when the going gets tough

By Jeff Thorsteinson |April 29, 2026

5 min read

Your Business

7 steps to a scalable practice

So many advisors think they have a growth issue — what they really have is a business-design problem

By Jeff Thorsteinson |April 13, 2026

6 min read

Your Business

Financial delegators make the best clients

6 reasons why, and 5 ways to win their business

By Jeff Thorsteinson |March 19, 2026

5 min read

Planning and Advice

Socrates would have made a great financial advisor

Make your discovery process more effective with open-ended questioning

By Jeff Thorsteinson |March 26, 2025

4 min read

Planning and Advice

Earn client confidence: an eight-point checklist

(February 2007) “If you have confidence in your lure, you will catch fish,” says one of the millionaires interviewed by Thomas J. Stanley in his book The Millionaire Mind. There’s wisdom for advisors in those words. When it comes right down to it, confidence is the key to success in this business. Everything you do […]

By Jeff Thorsteinson |February 5, 2007

4 min read

Planning and Advice

It’s not what you say, it’s how you say it

(January 2007) How much of each day do you spend in front of people? If you’re like most advisors, I’ll bet it’s upwards of 50%. Whether you’re in a meeting with clients, top prospects, centres of influence, or simply chatting with your assistant, your success will depend on what you say. Or does it? While […]

By Jeff Thorsteinson |January 5, 2007

5 min read

Planning and Advice

The graphic overview dialogue

(October 2006) In a recent article, I described the graphic overview as a powerful and persuasive way to articulate value to your clients, prospects, and centres-of-influence. By using graphics and illustrations to explain who you are, what you do, and what clients can expect, the graphic overview clearly and succinctly demonstrates how you are different […]

By Jeff Thorsteinson |October 23, 2006

4 min read

Planning and Advice

A picture says a thousand words

(October 2006) Product and price are two factors that most advisors are still using to compete for new business. Unfortunately, neither of these are enough to win the clients that you really want. In my experience, in fact, the clients who come aboard based on product and price are generally lower-tier clients. The only enduring […]

By Jeff Thorsteinson |October 17, 2006

4 min read