Business Growth
Practice growth, firm strategy, client communication, and advisor business development.
Discovery Isn’t About Selling. It’s About Finding the Right Client
It's different for different people, because we're all different. Shocking. Quite frankly, I'm just amazed at my own simplistic brilliance there. Not really.
Why Discovery Meetings Are Costing You Before You Say a Word
But it contains a positioning problem that shows up before a single question is asked. The word discovery is a peer-to-peer concept.
3 Moments When Financial Advisors Should Say Nothing
There are three moments in a client meeting when it is essential that you do not say anything at all.
The Competitive Advantage of Ignoring Your Competition
They have to quiet their emotions, focus completely, and have complete confidence in every swing they take. Does this sound like a mindset you could benefit from?
Your Clients Don’t Care How Much You Know. They Care What You Know About Them.
They care that you know enough of course, but what is most important most of the time to them is that you know what they want you to know.
Stop Saying “Let’s Stay in Touch”: How Advisors Can Turn Coffee Chats Into Real Opportunities
What I’m trying to do here is to simplify the process, give you the tools, language, and mindset to do it smoothly—every time, while enjoying your latte and the experience.
Can Your Advisory Firm Handle 10 New Clients Tomorrow?
The most dangerous growth problem is not failing to attract clients. It is successfully attracting them into a business that cannot keep its promises.
Stop Giving Away Your Best Advice: Trust Should Come Before Value
The prospect, accustomed to advisors who reserved their best thinking for paying clients, encountered someone who trusted them with it immediately.
The Rainmaker Problem: Why Your Next-Generation Advisors Fear Sales
This is why training your team to succeed in business development is critical. Here’s how to set them up for success:
Is Your Prospect Experience Creating Friction or Momentum?
Individually, none of these tasks seem unreasonable. Together, they can feel repetitive and disconnected.
The Client Who Left After 15 Years—and Never Said Why
No call. No blowup. No "we need to talk." Just a form from another firm, quietly moving fifteen years of trust somewhere else.
The Ripple Effect of Giving: How Advisors Can Multiply Their Philanthropic Impact
Advisors can extend their philanthropic impact by combining personal generosity with professional networks, community connections, and client conversations.
Why Financial Advisor Partnerships Fail: Equity, Compensation and Power.
Successful advisory teams depend on getting three things right from the start: ownership, rewards for business development, and clear decision-making authority.
The Case for Asking Friends to Become Clients
Friends and family may be more natural prospects than many advisors assume, especially when trust already exists and investing decisions will happen either way.
Trusted Authority or Trusted Advisor: There Is a Difference
The path to a trusted client relationship starts with creating clarity before delivering advice.
Difficult Clients: Is the Problem the Client or the Relationship?
And if the relationship has become difficult, there’s at least a possibility of understanding what changed – and perhaps repairing it.
The Referral That Arrives Already Decided
Most advisors who receive referrals like this attribute them to the quality of the work. The results delivered, the service provided, the relationship maintained over years.
When Every Advisor Has AI, What Will Make Clients Choose You?
I'm not going to add to the noise. Markets price fear by the day. Advisors earn trust by the decade. Those are different businesses, running on different clocks. But under the headlines is a question worth sitting with. Not with fear, but with honesty.
The Uncomfortable Truth About Why Clients Don’t Refer You
If you think just being polite and punctual is going to have clients raving about you to their friends, family, and golfing buddies, you’re in for a long, quiet wait by the phone.
The Problem Your Prospect Tells You Isn’t the Real Problem
And then there is the real problem. The one beneath what was described. The one that carries the actual weight, the genuine urgency, the emotional consequence that has not yet been put into words.
