(January 2008) An elderly couple entered their advisor’s office for their annual financial check-up. Although they were a little concerned that their portfolio was down slightly from the same time last year, they kept reminding themselves they are retired and allowed to withdraw money for trips and the odd “big ticket” purchase. They were also […]
(November 2007) Winston Churchill once stated, “if you mean to profit, learn to please.” It was his secret for a profitable and successful career — as British Prime Minister, orator, and celebrated author. Today it could be considered sage advice for advisors as well. Churchill makes it sound simple. Advisors can spend too much time […]
(October 2007) Coca-Cola. Nike. McDonald’s. Even Joe Camel. All are recognizable, identifiable, and very powerful brands. Whether it’s a red can with a white swirl, a swoosh, a set of Golden Arches or a smoking, cartoon camel, each brand is the symbolic embodiment of a product or company. These brands elicit an emotional and sometimes […]
(September 2007) Psychologists say the single greatest need of a human being is to feel appreciated. Similarly, I suggest that your clients’ biggest need is to know that you care. The topsy-turvy markets of the past month have provided each of you with an immense opportunity to demonstrate this care. Many of our clients have […]
(August 2007) Is today’s client growing more skeptical about financial advice? What are their emotional hot buttons? We often think we know what clients worry about. The best way to find out, though, is by asking them. Our firm conducted client surveys in January 2006 and again in June 2007. The objective was to gauge […]
(July 2007)The industry of financial advice continues to evolve and many clients believe that it is evolving without you. In 1964, Gordon Moore, the founder of Intel, said microchip development would allow the flow of information to double every 18 months. He was right! This fact, coupled with an aging group of clients who are […]