Practice

Learn to study, study to learn: Tips to improve your exam preparation process

Knowledge: The basic memorization of facts, formulas and figures. Comprehension/application: The application of a formula given a set of prevailing circumstances. Analysis/synthesis: The drawing of conclusions from the application of the information (for example, is a security overvalued or undervalued?). Evaluation: The candidate must voice his or her own opinion and recommend a course of […]

By Brian Y. Gordon |October 1, 2004

3 min read

Planning and Advice

Five marketing lessons learned from nine foggy doors

(September 2004) Lessons in marketing abound in every aspect of life. I’m living proof that even something as mundane as a door can lead the way to marketing enlightenment. I recently needed to replace the sliding glass doors in our Annapolis, Md., home because they were fogging up in certain kinds of weather. Who would […]

By Martin R. Baird |September 23, 2004

4 min read

Planning and Advice

Careful timing: Take it slow and steady with prospects

(July 2004) How many meetings should you plan to have with a prospect before asking them to do business with you? Traditional sales training taught advisors to ask for the sale from the very first call, using a litany of trial closes and sales techniques. Today, asking for the sale prematurely is worse than waiting […]

By Dan Richards |July 29, 2004

3 min read

Planning and Advice

Eight ways to get the most from your suppliers

(July 2004) As most business people will tell you, there is no such thing as a free lunch — the person doing the paying is looking for business from the person doing the eating. This old adage, however true, is a bit trickier to apply to the financial services industry. Free lunches are sponsored so […]

By Deirdre Moore |July 7, 2004

3 min read

Taming time (Part 1 of 2): How to prospect and generate referrals efficiently

(July 2004) Top advisors and their team members say that finding time to prospect and generate referrals is one of their biggest challenges. Those who are successful have developed a process to follow which ensures they are maximizing their resources and receiving all the new assets possible. Here are a few “big picture” thoughts and […]

2 min read

Taming time (Part 2 of 2): Use this tool to organize and track your prospecting activities

(July 2004) Are you generating a flood of referrals through both alternative and traditional means? To take the next step, use the following worksheet (both customizable and printable) to help you organize and track your prospecting activities on a monthly basis. PRIORITIES FOR MONTH _________________________________________ YEAR _________________________ * Write down who you will contact this […]

1 min read

HNW magnet: Positioning your practice beyond investment advice

What’s the first meeting with you like? What’s the process from there? How much contact will there be throughout the year? Who do they contact with various issues or questions? If you are looking to win over high-end prospects, the wealth management approach is a compelling one. At the very least, it puts you on […]

4 min read

Referral wrap-up: How to thank your clients for recommending you

(June 2004) As I discussed in the past three columns, a client’s personality makeup can sometimes make it impossible to induce referrals no matter how good a job you do. Getting that initial referral takes a lot of hard work on the advisor’s part, and for most clients, overcoming the natural apprehension about introducing friends […]

3 min read

Timely template letter: A little help with big expenses

(June 2004) Do you have clients who may be planning for a large summer expense but don’t know exactly where the money will come from? Send them this letter to let them know you can be of assistance: Dear [Client’s name], When the warm weather arrives, many of us start to think about home renovations, […]

By Staff |June 9, 2004

2 min read

Quintessential communication: How to interact effectively with hearing-impaired clients and prospects

(May 2004) Imagine discussing your retirement plans with your advisor in the middle of an airport runway, in the arena hosting Game 7 of the Stanley Cup finals or in front of the speakers at a rock concert. The noise would be literally deafening, but once you removed yourself from that venue, you could conduct […]

4 min read