Practice

How to really get an accountant’s attention and put your practice over the top

(August 19, 2003) Here’s the problem: In the race for the high net worth, advisors are all pursuing the same prospects. Some advisors have found a viable solution by re-tooling their practices and tweaking their marketing campaigns to include private dinner parties, exclusive meetings with clients and money managers, and high-end golf trips — all […]

By Kurt Rosentreter |August 19, 2003

5 min read

Lifestyle planning and elder counseling: Differentiate yourself with new approach to older clients

(August 2003) Picture your business five years from now: Close to one in three clients will be over 55. And with your clients all five years older, you’ll probably be discussing issues with them that you don’t talk about today. To serve this client base effectively, you will have spent time understanding all of the […]

By Barry LaValley |August 13, 2003

4 min read

Recharging the generator: What can you do to motivate your staff?

Successful advisors are invariably self-motivated. But when we look to motivate our staff, we tend to forget that motivation comes from within. Our instinct is to apply what Frederick Herzberg called KITA: a kick-in-the-a– approach. Over 30 years ago, in a classic Harvard Business Review article, he also told us KITA doesn’t really work. “If […]

By Harvey Schachter |August 8, 2003

3 min read

The four Ps: To be a successful advisor, you need more than investment sense

(July 2003) When you speak about investments, you are usually talking with clients about how to improve their portfolios or maintain their asset base. But what about your investment in your business? How have you invested in yourself? Do you know your four Ps? These marketing principles, when connected to the financial advisory practice, can […]

By Pierre Saint-Laurent |July 21, 2003

3 min read