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2018-06-11 • 20 second read

Just so there is no mistake: Everything you do is client-centered, whether meeting with a client’s friend, recruiting a protégé or conveying the full array of your services. Everything is client-centered, including right-sizing. If you have too many clients, or clients you cannot stand working with, no one wins, and that has to be the core principle that governs right-sizing.

Excerpt from The Advisor Playbook:

Learn how to stay client-centered through our Total Client Engagement Process:

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2018-06-08 • 20 second read

The key to reaching the next level is to take your processes from a concept in your head and galvanize your vision and deliverables on paper for you, your team, and your clients to see. None of what you do is an asset or an intellectual property unless it’s documented. If it’s in your head, it’s just a concept.

Excerpt from The Advisor Playbook:

Turn your good intentions into a proprietary process. Visit:

2018-06-07 • 4 min 37 second video

Watch more of my “From the Field” series on our YouTube Channel:

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2018-06-06 • 20 second read

After completing a client classification process, you will be able to identify three types of clients: Customers, clients and advocates. The value of your business has virtually nothing to do with how many clients you have and everything to do with how many advocates you have.

Excerpt from The Advisor Playbook:

Need help with client classification? Give us a call: 1.866.593.8020

2018-06-05 • 2 min 30 sec video

In this episode, Duncan discusses classifying clients and using a client facing service matrix to ensure you’re not investing time with people who need you at the expense of the people that deserve you.

To learn more about Client Classification and the Service Matrix, visit

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2018-06-04 • 20 second read

Advisors who continually expand their client base eventually hit a point of diminishing returns. Once you exceed your service capacity, you can no longer effectively competitor-proof clients, gain their complete financial empowerment or maintain a high degree of refer-ability. As a result, you are likely to become stressed, frustrated and miss important opportunities. Furthermore, unless you hire and manage more staff, which takes time and money, you cannot effectively deploy your service matrix. In time, you will be perceived as a transactional generalist, and you will end up with a business that is a mile wide and an inch deep.

We come back full circle to the question you should ask yourself continually: If 20 percent of your clients generate 80 percent of your business, do you invest 80 percent of your time on that 20 percent? To generate the qualified referrals that will allow you to build a quality practice, you need to do exactly that. Right sizing your clientele will allow you to do it.

Excerpt from The Advisor Playbook:

Learn how to define your capacity through our Total Client Engagement Process:

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2018-06-01 • 20 second read

The one thing all professional advisors have an equal amount of is time.

We all have 24 hours in a given day. The concept of time-management is a bit of a misnomer. We can’t manage time itself; we can only manage the activities we choose to engage in each business day. The more you value your time, the more your clients will, as well.

Of the many benefits that come from defining your process and procedures, your ability to project scarcity is high on the list. The Law of Supply and Demand says that if something is in scarce supply, the demand typically increases. What do you supply? Time! And you have to be unreasonable - both in terms of how it is allocated and the optics in terms of how it is valued.

Excerpt from The Advisor Playbook:

For more insights, visit our homepage:

2018-05-31 • 4 min 38 second video

Have your clients buy into a panoramic and all-encompassing process that puts every piece of the financial puzzle together. Learn more at

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2018-05-30 • 20 second read

Whatever your goals are, if you want your business to serve your life rather than the other way around, you have to get your business out of your head (and your assistant’s head) and start documenting your procedures. I know it sounds like work, but the payoff can be massive.

Learn how to document and organize your process with Total Client Engagement:

#businessdevelopment #practicemanagement #theadvisorplaybook

2018-05-29 • 4 min 6 second audio

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