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How can you deliver more value to your best clients this year? Have you ever been to a meeting that took more time than necessary? How can you make your meetings more productive, while enhancing your client experience? How can you demonstrate value in your progress update meetings? In working with Business Health and their client survey tool, Ray Henderson of Business Health in Australia suggests that clients surveyed in several countries around the world, by their financial advisor sometimes do not see value in the review process www.businesshealth.com.au Why is there a disconnect between what the advisor delivers and what the client sees as a valuable use of their time?

It starts with an agendaIn my workshops with financial advisors, it...

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You won't find this idea in a book course or workshop. You won't find this idea at a seminar.

Not even at a course or the Internet. In fact, you won't get this information from top performers, but you will find the best idea ever in your own practice with your own clients. It will change the way you think. It will change your business strategies. It will make you take a close look at what you are doing right and what you need to improve on.
This BEST PRACTICE idea will help you grow, develop and build your practice to heights you thought weren't possible. It will make you understand your business better, even more than hiring a consultant. This one idea may change your business in 2019 and beyond.

If I was asked to give only one idea to bui...

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In real estate, it is location, location, location. In practice management, it is process, process, process. What is your process for ideal clients in a progress update meeting? How can you enhance your client’s experience at your meetings? What keywords do you use on your agenda’s? Instead of the word reviews, use a progress update.

Create an agenda with time blocks

Creating agendas are what top financial professionals use to enhance their client experience to ensure that all areas of your client’s comprehensive financial and investment plan are covered and discussed. Do you add to the agenda hidden areas that may have been forgotten, such as estate planning, tax planning, wealth management or other investment planning i...

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By: Bill Bachrach www.billbachrach.com

There are critical conversations necessary to engage people in ways that predictably turn leads into prospects, prospects into clients, clients into people who take action on your advice, happily pay you for planning and advice, and refer you to their friends, family, and colleagues.

These conversations are easy to understand but hard to master. Many FAs have a basic level of ability with these conversations, but this article is about elevating from basic ability to virtuoso skillfulness. Consider what could happen to the quality of your client service and the value of your business when you can artfully engage anyone, any time, and anywhere.

Critical Conversation #1: Mastery of the first conversation.

E...

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“In the struggle for survival, the fittest win out at the expense of their rivals because they succeed in adapting themselves best to their environment". ~ Charles Darwin

Charles Darwin would love financial advisors today. In October 1838 Charles Darwin thought of a way in which one species could change into another. He noticed that individual members of a species vary. Furthermore, all animals are competing to survive. If the environment changed in some way, say if a new, faster predator appeared then any herbivores that could run slightly faster than other members of its species would be more likely to survive and reproduce. Any herbivores that ran slightly slower than most would be more likely to be eaten. Slowly a new, faster h...

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By: Bill Bachrach www.billbachrach.com

There are critical conversations necessary to engage people in ways that predictably turn leads into prospects, prospects into clients, clients into people who take action on your advice, happily pay you for planning and advice, and refer you to their friends, family, and colleagues.

These conversations are easy to understand but hard to master. Many FAs have a basic level of ability with these conversations, but this article is about elevating from basic ability to virtuoso skillfulness. Consider what could happen to the quality of your client service and the value of your business when you can artfully engage anyone, any time, and anywhere.

Critical Conversation #1: Mastery of the first conversation.

E...

Read more

Top advisors manage their capacity by taking more time off. They have the systems and processes in place with their staff to service clients and manage expectations. They have the processes to deliver comprehensive services and do regular feedback to meet and exceed expectations. They are great at delegating and building processes such as client checklists, service checklists and follow up checklists to meet and exceed expectations and have a way of articulating their value that clients understand. They have practised it, over and over and use it consistently to service their ideal clients. They focus their time and energy on the things that bring value to their ideal clients and delegate the rest. Then they take more time off. Remember...

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Have you ever been to a meeting that took more time than necessary? How can you make your meetings more productive, while enhancing your client experience? How can you demonstrate value in your progress update meetings? In working with Business Health and their client survey tool, Ray Henderson of Business Health in Australia suggests that clients surveyed in several countries around the world by their financial advisor sometimes do not see value in the review process www.businesshealth.com.au Why is there a disconnect between what the advisor delivers and what the client sees as a valuable use of their time?

It starts with an agenda In my workshops with financial advisors, it all starts by having a solid agenda for your existing ideal ...

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Why would financial advisors offer more? More value, more services, more advice? This will take time, effort and will cost more. After all, they are happy with me and appreciate what we do. Why would you want to do more?

Who is your competition? In today's competitive environment, can you confidently make that argument with your top 25 clients? Do you do annual feedback and total transparency with your ideal clients? Unless you do feedback on an annual basis, is your business at risk? I know that 85% of advisors don’t do feedback (Business Health Pty Ltd. Key Value Drivers USA 2016 www.businesshealth.com.au ) so if your one of the 15% who do it annually, congratulations. If you also do total transparency, in other words, show the ...

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Every wealthy client usually has a financial advisor. But do these wealthy ( potentially ideal prospects) get comprehensive advice and planning, or just money management. We all know that some of the wealthy are lacking planning and advice, the problem is, they don't know it. Until now. in my workshops with financial advisors, it seems every advisor has a tremendous opportunity to acquire more wealthy clients from their competition. That is because when I ask most advisors these five questions, rarely is anyone doing all five things with their ideal clients.

The five questions to ask a wealthy prospect are:

Organized and planned -Would it be valuable to have your financial life completely organized and planned out in the following six area...

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