Lorne was demoralized because he thought he was losing his touch as a “salesman.” In the past, he had found that a simple sales approach, focusing on the financial products he offered, resulted in healthy sales. But today’s clients are not looking for products; they’re looking for solutions. And the way to engage those clients […]
This case study is based on the situation of a client of the Covenant Group. Names and details have been changed to preserve privacy. It had been a year since Lorne completed our program and, except for occasional brief phone calls for some information or quick advice, I hadn’t really heard much from him. Lorne […]
Once you’ve decided to let a staff member go, act sooner rather than later, and prepare an exit checklist
Widowed advisor was “at work,” but not working. Now she’s ready to make her vision come true This case study is based on the situation of a client of the Covenant Group. Names and details have been changed to preserve privacy. Mary Thompson was a matriarch in the business, having been a successful advisor, branch […]
Spend some time relaxing and reflecting this summer with these classics and books destined to be classics
And even if you don’t plan to buy or sell, this book holds valuable information for your business
This case study is based on the situation of a client of the Covenant Group. Names and details have been changed to preserve privacy. Curtis Matthews applied the same discipline to his advisory practice that he’d learned in his first career as an officer in the Armed Forces. Even though Curtis had entered the financial […]
Prospective clients get a “financial life checkup” at the initial meeting, says author Roy Diliberto
Clients who have elderly parents, or are elderly themselves, will appreciate guidance with tough issues
Advisor’s senior and junior staff members “just stared” after they received equal $3,500 bonuses