Pricing Your Services to Line Up with the Value You Deliver with Matthew Jackson

By | 2018-09-12T09:24:30+00:00 September 10th, 2018|

The AUM pricing model is prevalent in our industry but in many cases, the pricing is significantly disconnected from the real value being delivered. Depending on your expertise and your client base, you might add value through tax management or estate planning advice. You might add value by fostering a positive attitude in your clients

Top Sports Psychology Coach on Achieving Peak Performance in Any Endeavor

By | 2018-08-27T14:19:54+00:00 August 27th, 2018|

What separates the merely good from the absolute best of the best? Is mastery an end that we can achieve, or is it a lifelong process of continual evaluation and improvement? I've been fascinated by these questions for a long time, particularly as they relate to what drives peak athletic performance and how those concepts

Learn to Love Running Uphill

By | 2018-08-11T10:21:52+00:00 August 11th, 2018|

I was a competitive distance runner back in high school and college. Cross country was my favorite. And I learned quickly that most runners hate running uphill. So I decided that I would learn to love running uphill and make “passing runners while running uphill” my trademark move. (As an aside, there’s nothing more demoralizing

The Importance of Self-Awareness and Action in Delivering Great Financial Advice with Joe Deitch

By | 2018-08-07T18:04:22+00:00 August 6th, 2018|

If you don’t “know thyself,” you’ll have difficulty succeeding in a world where technology is making average human advisors obsolete. Self-aware advisors understand that they have blind spots and they seek to shine a light on them, make changes, and turn them into strengths. Joe Deitch, the founder of Commonwealth Financial Network, joins my podcast

Every Client Should Have a Different Client Experience

By | 2018-08-18T15:23:03+00:00 July 30th, 2018|

It's become conventional wisdom that advisors should strive to create a consistent client experience, a "Starbucks experience" if you will, where every client has a similar experience regardless of which advisor or office the client works with. Unfortunately, following this advice could lead you down the wrong path and cost you a lot of new

The Surprising Marketing Strategies That Are Crushing It For Financial Advisors

By | 2018-07-23T18:09:32+00:00 July 23rd, 2018|

What's working right now in financial advisor marketing? Based on my conversation with marketing pro Abby Salameh, you'll be very surprised. While attending the 2018 In|Vest Conference in New York, I had a chance to sit down with Abby Salameh for an in-depth conversation about the state of advisor marketing. We talked about numerous marketing topics

How Top RIA Leaders Allocate Their Time

By | 2018-07-08T16:27:32+00:00 July 8th, 2018|

RIA leaders are in a tricky position because they have to determine how to allocate their time between being a financial advisor and being the CEO of the firm. Without someone placing a strong emphasis on latter, your firm will stagnate. Some RIA leaders, like past podcast guests Michael Chasnoff and Stephan Cassaday, are hugely

Closing the 70 BPS Gap

By | 2018-07-02T15:10:56+00:00 July 2nd, 2018|

In this excerpt from a Master Class I presented for First Assent Asset Management, I discuss 5 strategies to close the 70 basis point gap in your value. This gap comes about from the fact that advisors charge an average of 100 bps for their services, yet robo-advisor type services (and Vanguard and Schwab) are closer

The Money Stories That Could be Hurting Your Clients

By | 2018-07-02T15:06:54+00:00 June 18th, 2018|

There are few things more detrimental to our wealth than the negative money stories we pickup in our youth that haunt us as adults. And there are few things more impactful you can do as an advisor than to understand your client’s money stories and work with them as you engage in your planning relationship.

How to Apply Positive Psychology Concepts to the Financial Planning Process

By | 2018-06-04T15:13:14+00:00 June 4th, 2018|

Are your multi-millionaire clients any happier than your merely millionaire clients? As your clients' net worth increases, have you seen a direct rise in their level of happiness? Have you ever felt frustrated that all your hard work on the financial side of your client relationships didn’t move the needle in their sense of well-being?

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