One of the greatest challenges we face as advisors is building larger teams to service the needs of our clients. Our employees gain a tremendous amount of knowledge as they mature in their current positions. So how do we facilitate passing on this “brain trust” to a new hire or replacement? This task can be […]
(March 2003) My father took me aside at the age of 15 and taught me the importance of asking myself two questions. He encouraged me to ask them every quarter. I have been faithful to that request and since then, I have repeated this process every 90 days. It has contributed a large amount to […]
(February 2003) Imagine this scenario: A client calls with a tax-related question. You think you know the answer, but ask your client to give you a moment while you speed-dial one of your professional advisory board members — a tax specialist — who, because of your ongoing relationship, comes to the phone immediately. He not […]
One of the greatest challenges that we face as financial advisors is trying to motivate our team members. The difficulty stems from the fact that different people are inspired by different things. Some people respond to money or tangible items whereas others desire the intangibles — a word of praise, time off or a pat […]