Monthly Archive: June 2023


The Science of Listening, for Advisors

That rapport can lead to more effective recommendations. 5. Facilitate the creation of a new client narrative. Ask open-ended questions, such as, “How might you go about that in order to succeed?” Discuss alternatives....


4 GIGO Principles for Capturing Lost Sales

What You Need to Know Was the sales lead information correct when it came in? Have you updated it? What tools are you using to validate lead information and keep it current? There are...


Use a ‘Human-Centric’ Approach to Improve Your Bottom Line

Three initial advisor-provided client experiences can set in motion the “human-centric” aspect of financial planning. It starts on the advisor’s website. But the “most connective is the client discovery meeting. That’s where the glue...