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2017-12-07 • 2 minute read
If the prospective client starts talking about short term performance or specific stocks or sectors, the advisor steps in and says, “It’s important for you to know my philosophy. Some advisors fixate on products, pricing and performance – that’s not me. I believe the markets are like the seasons. When things are rocking along, we are in the autumn harvest. Now how often does winter follow autumn? Approximately, how often? Every time. When markets are rising, I think winter. When markets are volatile and dropping, I think spring. The most successful investors in the world, whose results are enduring, share this same philosophy. If you are thinking short term, I’m probably not the advisor for you.” Excerpt from The Advisor Playbook
2017-12-06 • 25 second read
One of our coaches, Elaine Christakos, shared this with me today. It touches on how important process is to our clients: I was speaking with an incredibly successful client today that has the opportunity and responsibility, within his firm, to travel to other advisors’ offices and help them improve their businesses. He offers those advisors strategies and input from his vast range of experience, as well as corporate business-building information and workshops. To me he said ‘there are other training and coaching programs out there, but they offer the bare minimum of accountability. I recommend Pareto regularly because it is all that and more. It is a process’.
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2017-12-05 • 2 minute read
How do your clients describe you? Most professional advisors say they have no idea. Here is a vital piece of actionable advice: Make your clients the voice you listen to. I’ll say it again and again throughout this book: Listen to your clients. They are on the receiving end of your value and your service. Who better to articulate that value to somebody else? Excerpt from The Advisor Playbook
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2017-12-04 • 2 minute read
Excerpt from The Advisor Playbook
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2017-12-01 • 2 minute read
Quality introductions are by design, not by chance. Don’t leave your rainmakers to their own devices trying to figure out who to introduce to you; tell them. In fact, many of our clients go so far as to show them. When they are in an engaged conversation with someone on the topic of who is a good fit, as an extension of their value proposition, they show a list of the qualities of their ideal clients. Excerpt from The Advisor Playbook
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