Category Archives: Financial Services

Don’t Be Better, Be Different

Share Button

It may feel instinctual, when someone asks you how you are different than your competition, you focus on the things you do “better” than them.

If someone asks why they should do business with you as opposed to the firm across the street – you begin to give them the “betters.” You may not say it by using the word better, but it sounds like you will have better communication, better services,

Continue Reading

Do You Struggle Sharing Your Value? Lessons from The Million Dollar Round Table

Share Button

This week I had the honor to speak at the Million Dollar Round Table (MDRT). It became immediately clear that the challenge of creating a powerful and precise description of what you do, your value, and why someone should work with you – is a WORLDWIDE issue for financial professionals.

Attending MDRT were financial professionals from across the globe that spoke many different languages (the presentation translators were amazing). Across borders and continents,

Continue Reading

A 3-Step Plan to Implement Ideas From Conferences You Attend

Share Button

It’s conference time once again with many firms hosting their large summer meetings. When you attend these meetings, do you get ideas to improve your business, increase revenue, or create other efficiencies?

Most meetings actually do bring many ideas that will help improve your business. The key is having a plan to get them home with you and implement them. Oftentimes, we return to the office with good intentions to get new initiatives started,

Continue Reading

How to Get Clients to Talk About You to Others

Share Button

Don’t assume that people are excited to talk about the core deliverables of your firm. After all, those things are supposed to be there (i.e. sound investments, good service, good food, etc.). What people will remember and talk about are the unexpected things you have done or said that set you apart. And, it’s often the small things that grab their attention.

A memorable interaction should result in leaving something behind with the people you encounter: a thought,

Continue Reading

The Value Conversation: Why You Need to Change the Way You Talk About Your Fees

Share Button

The industry discussion of advisor fees realistically is not an issue with fees. The issue is with the communication of the value associated with the fees. Most advisors provide value beyond the assets under management fee structure. But in many cases, the fees are presented only in relationship to assets under management. Do you see how that can become problematic?

When fees are presented only as AUM-related, then the only value really is the investment process that drives the investments.

Continue Reading