Results for "The Limitless Adviser"

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Time to change the conversation on fees, referrals

September 19, 2017

It's time to change the conversations we hold with ourselves, and the ones we have with clients. Your brain, specifically your limbic system, is hard-wired for survival rather than success. So when confronted with a challenging request, our...

Advisers can cast off limitations with '5 Freedoms'

August 2, 2017

Last month on a podcast with Michael Kitces, partner and director of research at Pinnacle Advisory Group, we talked about the stress, struggles and strife that so often accompany building and running a practice. Or what I call the "stress of...

The crisis of creation in an advisory practice

June 19, 2017

Why do advisers feel their firms are capable of much more, but find themselves challenged when they try to tap into that potential? In my 20 years of consulting, I've noticed that there are only 2 types of activity: energy-draining and energy-creating....

Managing client expectations is a big part of an adviser's job

May 6, 2017

In recent surveys reporting the challenges faced by advisers, managing expectations and servicing and attracting new clients lead the list. Having talked in this column about the ways advisers hold themselves back when it comes to attracting...

Is your pricing primitive or purposeful?

April 5, 2017

A client of mine, Brian, stared at me, his mouth gaping open, when I explained that the total of the fee discount "exceptions" he'd made amounted to $85,000, 10% of his current gross revenue. He'd hired me to help him grow his firm while balancing...

Doing a better job articulating adviser value

March 5, 2017

As we continue​ exploring how to unleash adviser potential, let's recognize something important: You're probably doing a supremely mediocre job of articulating your value proposition. Recently, I googled "wealth management firms" and selected...

No more excuses for not marketing your firm for growth

January 27, 2017

In reviewing surveys on the challenges advisers face, client issues consistently top the lists. Servicing, managing expectations and attracting new clients rank highest. Saying “clients” is not enough when considering the phases of the client...

Silence those voices in your head

November 30, 2016

Do you hear voices? Even when you're alone, there is someone talking to you — a near constant internal dialogue we have with ourselves. The voices in your head don't make you crazy, they make you human. But these voices have the power to make...

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