The Money Stories That Could be Hurting Your Clients

By | 2018-06-21T09:55:32+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?

How to Succeed in National Media as a Source, Columnist, or TV Guest with CNBC’s Jim Pavia

By | 2018-05-21T15:37:58+00:00 May 21st, 2018|

Have you ever seen an advisor on TV or read a quote from an advisor and thought, “They should be talking to me; I’m just as smart as that advisor.” The fact is, that advisor may not be any smarter than you from a technical standpoint, but they may be more media savvy than you

Using the “Client Experience” to Generate $3 Billion in Organic Growth With Michael Chasnoff

By | 2018-05-25T09:11:51+00:00 May 7th, 2018|

How are you going to grow your business? You do have a plan, right? Thanks to the nine-year bull market, though, you’re probably pleased with where your business is right now. But, I can assure you, if you don’t have a growth strategy in place, you’re going to be singing the blues in two or

Key Insights From the 2018 Barron’s Top Independent Advisors Summit

By | 2018-05-08T09:21:42+00:00 April 23rd, 2018|

Barron’s recently wrapped up the 2018 edition of the Barron's Top Independent Advisors Summit in Orlando. Whether you were in attendance or are looking to catch up on what you missed, today’s episode will give you an insightful snapshot of one of the most valuable get-togethers in our industry. My guests today are Bill Keen

What Do the Ironman, Death, and More Than 600 Advisors Have in Common?

By | 2018-04-02T15:06:36+00:00 April 2nd, 2018|

John Hyland was unhappy. Fresh out of college, the big firm lifestyle of late nights and steak dinners had taken a physical toll. John felt unhealthy and out of shape. At a tailgate party he heard some friends talking about Ironman races, how impossible they seemed, how no average person could complete one. “I just

The Advisor Who Gets the Most Client Stories…Wins

By | 2018-03-19T09:49:21+00:00 March 19th, 2018|

Historically, the financial advisory business has been about a story of numbers. Today, it’s about a number of stories, says Mitch Anthony. Of course, the client-centered advisors always knew that this business was more than just numbers.  And today, revolutions in technology and an aggressive marketplace make it imperative that all advisors change their thinking

Your Value is in Transforming, Not Informing Your Clients

By | 2018-03-12T14:48:21+00:00 March 12th, 2018|

If you are in the “inform” business, and not the “transform” business, you won’t be long for this business. Technology services are quickly chipping away at the value-stack financial advisors offer to clients. There may come a time when, “I turn on my phone and I say, ‘Hi, Alexa. Tell me what my bank account

A Barron’s Top 15 Advisor on His Unorthodox Way to Billions in AUM

By | 2018-02-26T15:13:25+00:00 February 26th, 2018|

I’ve long said that there are many ways to be successful as a financial advisor. My guest today, Steve Cassaday, founder and CEO of Cassaday and Company, Inc., is a perfect example. His main marketing plan is a throwback to the 1990s. He spends hundreds of thousands of dollars per year doing high-end dinner seminars

How to Ask Better Questions to Uncover Your Client’s Values and Motivations and Drive Desired Behavior

By | 2018-02-12T14:10:35+00:00 February 12th, 2018|

“What are my clients thinking?" I know I’m not the only advisor who’s asked myself that question over the years in both positive and negative situations. But answering this question has never been more critical to our industry. Technology is advancing rapidly and driving down the value of investment management. Many advisors are using technology

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