Ideal Clients
Mar 19, 2013
How to Move a Non-Ideal Client to Your Ideal Client Community
Smoothly move a non-ideal client to your ideal client community by utilizing this itemized checklist. read more...
Feb 27, 2013
What to Do when a Client Asks to Waive Part of your Comprehensive Services
Identify the underlying reasons why a client might want to waive part of your comprehensive services so you can clarify the situation. read more...
Jun 12, 2012
Trusted Advisors Make Time Count by Concentrating on These Three Priorities
When a financial advisor focuses on these three priorities, business and personal life prospers. read more...
May 10, 2012
How Financial Advisors Should Decide Which Clients They Should Let Go
Financial advisor must carefully assess whether existing clients are ideal clients. If they aren’t, learn how to replace them without damaging your bottom line. read more...
May 08, 2012
The Financial Advisor’s Dilemma – Recurring Revenue versus “One Time” Revenue
Learn how to calculate the annual recurring revenue from every client family in order to determine who your ideal clients are. read more...
Apr 17, 2012
Commonsense Wisdom for Financial Advisors Who Want Grow Their Business
Referrals from ideal clients come when you show yourself to be the rare breed of financial advisor who delivers real and consistent comprehensive financial services. read more...
Apr 05, 2012
Financial Advisors – Are You Cheating Your Clients?
For various reasons, financial advisors have difficulty disengaging from non-ideal clients. When you’re truly looking out for their best interest, you can have that conversation with confidence. read more...
Feb 20, 2012
Three Meetings Financial Advisors Should Have with New Clients
These three one-time-only meetings prepare your new clients to benefit the most from your comprehensive financial planning services. read more...
Jan 23, 2012
A Script for Financial Advisors Who Want to Offer More Comprehensive Services
Want to change how you do business? Script out your conversation before talking with your clients so you clearly present the benefits and your delivery will be smooth, heartfelt, and thorough. read more...
Jan 04, 2012
How to Earn Trust – Tell Your Potential Clients the Whole Truth Up Front
When talking with a potential client, a financial advisor needs to clearly reveal his or her profile of an ideal client, even the amount of financial assets required in order to qualify as one. read more...
Jan 02, 2012
How Financial Advisors Can Focus on Ideal Clients and Filter Out the Rest
Review these blogs for tips on identifying your ideal client. read more...
Dec 28, 2011
The Top Ten Questions Clients Ask Financial Advisors and How to Answer Them
Learn simple answers for three of the top ten pivotal questions that potential clients have. read more...
Dec 12, 2011
How Trusted Advisors “Get It” So Their Clients Feel Understood
Walking in your clients’ shoes and defining how you solve their problems will make you trusted as a financial advisor. read more...
Jul 22, 2011
Key Financial Plans Essential to your Best-in-Class Deliverables Team
Imagine how building a Best-In-Class team of experts would positively contribute to a growing client base and thriving business. read more...
Mar 19, 2011
A Day Without Sunshine is Like, Night
Have you considered that what you believe clients value in a Trusted Advisor may be night and day from what they actually value most? read more...
Aug 20, 2010
Do Not Expect the Media to Describe Your Value
Doing an adequate job of describing your value and distinguishing between what makes you a different type of financial advisor and the services you provide is better than leaving it up to the media to drive your ideal client to you. read more...
Aug 10, 2010
Politely Disengaging
How does an advisor disengage from non-ideal clients when transitioning to a select group of ideal clients receiving comprehensive services? read more...
Mar 23, 2010
Complete the “Mental Shift”
How successful financial advisors can make the mind shift and capture what their Ideal Clients want. read more...
Mar 16, 2010
A Lesson in “Missing the Point”
In the financial services industry, it’s easy to miss the simple things which Ideal Clients value the most. To address their greatest values, use a process that orchestrates all the people in your Ideal Client’s financial life. read more...
Mar 08, 2010
Strangely, Most Experts Avoid Recommendations
Do your Subject Matter Experts provide recommendations, or do they give skilled advice and general (non-specific) counsel? read more...
