business development

Here is a question we should ask when contemplating taking on new clients: “I can coach, but are You Coachable?” It’s a tough question perhaps. It is certainly a confronting question at the very least.…

Research keeps telling us that peer-to-peer marketing, or old fashioned word-of-mouth advertising and recommendations, is still the most effective form of marketing there is. Virtually no discriminating consumer today trusts advertising – and virtually all…

New regulatory expectations for financial advisers include defining and articulating their culture. How does the advisory firm’ culture get defined requires some deep thinking, but then so too does the matter of ensuring that the…

Many financial advisers have not yet grasped the fundamental of engagement marketing, and that is don’t race to ask someone if they want to buy something. Seems a simple enough concept doesn’t it? It is…

Building a great advice business means building systems and capacity and people which leave as little as possible to chance. It is about building a dependable service and advice delivery system that continually generates sufficient…

Even if Financial Advisers don’t feel the need to do marketing I would suggest that there are still some marketing places to be for advisers who feel they have enough clients. Even when prospecting for…

The robo-advice “threat” is an opportunity for entrepreneurial advisers…as is every other direct-to-consumer offering driven by fintechs. The more I think about it the more certain I am that some advisory firms will prosper from…

Everyone is busy being busy, but what is the point of it all? What is the purpose that drives all the business building activity? Businesses that experience superb growth typically have an owner, or owners,…