Jim Ruta reminds advisors that departing from planning fundamentals can be detrimental and highlights the importance of following the foundations of financial planning
One way to differentiate yourself is to develop plans that align with your HNW clients’ values
Ellen Bessner and Dan Richards discuss how to screen out problem prospects before they become clients (Part 1 of 8)
Get team members to work in pairs and discourage multi-tasking
Jim Ruta suggests that a high closing ratio can damage an advisor’s total sales. He outlines strategies for boosting sales with a lower closing ratio
Older advisors can connect with young mentors to learn about communicating with millennial clients
Dan Richards explains how to help clients reframe their bucket list so that it is more rewarding and fulfilling (Part 4 of 4)
Deep knowledge of your clients is essential to meeting their expectations
Jim Ruta explains his view that plans to regulate life insurance and investment advisors the same way is not only counterproductive, it can damage life…
Engage your team with the goal-setting process and offer performance incentives
Check your firm’s policy and follow a formal process. And don’t be afraid to say no
Dan Richards explains why advisors should discuss satisfaction and happiness when speaking with clients about retirement (Part 3 of 4)
Jim Ruta explains why the traditional 90% listening to 10% talking ratio is not only wrong — it can hinder the early stages of an…
Charitable efforts can help engage your staff members and your clients — while doing good
Dan Richards discusses an article that got a dramatic response after an advisor sent it to her clients (Part 2 of 4)
Motivate your team by rallying them around a common purpose
Jim Ruta explains four straightforward steps to get ahead of the game and make 2017 your most productive year yet
Gathering your team in new surroundings can help generate new ideas
These tools let you focus on what you do best: connecting with your clients and prospects
Dan Richards discusses the No. 1 concern for baby boomers — developing Alzheimer’s (Part 1 of 4)
These business-related books, suggested by members of the financial services community, might give you some valuable ideas for the coming year
Go beyond the basics to reinforce your relationship
Seek guidance and learn as much as you can
Explain what they get for the money they pay
Jim Ruta, former Agency executive manager, keynote speaker and coach at JimRuta.com, outlines seven silent persuaders that help an advisor attract business and referrals in…