How to Gather Your Client’s “Emotional Data” and Beat the Competition

By | 2017-08-01T14:23:46+00:00 August 1st, 2017|

The traditional discovery process as practiced by financial advisors is in dire need of upgrading. Unfortunately, the technology trend toward treating clients as hard data to be parsed and plugged into a financial planning software program is exactly the WRONG direction. As I wrote in my chapter in Kevin Knull’s excellent book, Exploring Advice, “clients

Yes: You Can Become an Indispensable Financial Advisor—Here’s How

By | 2017-09-14T16:53:30+00:00 June 28th, 2017|

Over the next few years, it’s going to become harder and harder to maintain the 1% AUM fee that is common in our industry. I see a couple potential ways this could evolve and I have some recommendations on how to solve this problem and become an indispensable financial advisor. Evolution 1: Deliver much more

Move Over Digital Advisor, People Really Want More Human and Analog Experiences

By | 2017-09-14T16:54:33+00:00 June 21st, 2017|

Have you heard about the cool new technology all the kids are using to listen to music? It’s called … a record! David Sax: It's not a question of what's old is new, it's a question of what works. After bottoming-out during the CD and mp3 era, and despite the ubiquity of music-streaming

Vestorly’s Justin Wisz on How Data Driven Content Can Transform Your Firm’s Marketing

By | 2017-09-14T16:55:16+00:00 June 7th, 2017|

If you're still stuffing mailers, making cold calls, and tweeting the occasional Warren Buffett interview to a handful of followers, it's time to upgrade your marketing strategy and let data driven content drive some foot traffic through your front door. On today's show, Justin Wisz, the co-founder and CEO of Vestorly, talks about how data

How to Have “Better Conversations” With BMO’s Ben Jones

By | 2017-09-15T10:10:08+00:00 March 3rd, 2017|

Ben Jones: Where are the gaps that exist today in the critical areas that I have to achieve my vision? Once upon a time, financial planners met with clients annually, showed them a printout of how all their investments were performing, shook hands, and moved on to the next annual appointment with the

Savant Capital’s Brent Brodeski On Going From $0 to $5 Billion in AUM

By | 2017-09-15T10:12:08+00:00 January 30th, 2017|

Brent Brodeski and his team at Savant Capital look to the medical industry for insights into team building, embracing technology, and creating the best possible client experience. Imagine walking into a doctor’s office with a bad cough and walking out on crutches, still coughing. That’s how Brent Brodeski saw the financial advisory client

How Ric Edelman plans to grow to $150 billion in AUM, 300,000 clients, and 1,250 financial advisors in 10 years

By | 2017-09-29T08:31:59+00:00 April 25th, 2016|

Ric Edelman: You're going to have to do for 1,000 people what you currently do for 100. It's all going to be about scalability and replicability while maintaining consistency for the client experience. Ric Edelman is one of those rare people who can make bold, provocative statements AND have the experience and track

Traditional financial planning will become extinct and replaced by this

By | 2016-04-27T11:28:22+00:00 April 5th, 2016|

Financial planning as practiced today is going away and will be replaced by an entirely new way of interacting with and delivering value and connection to clients. Generational and society changes coupled with technology advancements make it imperative that advisors rethink their core proposition. Phil Cunningham: The biggest asset you have is your skillset,

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