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Do You Need to Drop Everything When a Top Client Calls? Rob Brown Too many of us drop everything when a call from a top client arrives. More often than not the caller is important, but the reason for their call is not urgent. We end up sacrificing our daily priorities unnecessarily. This article walks you through 6 techniques used by high performance teams allowing them to increase client service while doing more in less time. . . . keep reading It's a Good Time to Give Your Practice a Mid-year Checkup Rob Brown We are approaching the halfway point of 2010, so it's a natural time of year to pause, review your progress and set direction for the next six months. This coaching session contains an update of six important questions for analyzing your practice. Whether your business is up, down or just holding its own, you should take some time to give your practice a mid-year checkup. . . . keep reading 6 Daily Success Habits of E.N.C.O.R.E. Advisors Rob Brown E.N.C.O.R.E. advisors work hard to continuously achieve new levels of success; they're striving for world class status. But when you consider the day-to-day challenges of managing your business, suggestions of striving for world class status may seem unrealistic. After all, how can you be world class when your internet connection is down or your assistant is taking a sick day? How can you be world class when your calls aren't quickly returned or when a major appointment is repeatedly postponed? If thoughts like these sometimes permeate your thinking, read this coaching session to learn the 6 daily success habits of E.N.C.O.R.E. advisors. . . . keep reading Do you treat your top prospects like they're already clients? Rob Brown Have you ever lost a big prospect just when you thought you were going to close the business? Although there are no silver bullet solutions, the best long-term strategy for avoiding unexpected prospecting surprises is treating your top prospects as if they are already clients. This coaching session offers 5 steps to make this process a part of your routines. . . . keep reading Does your office need a spring cleaning? Rob Brown Spring cleaning sounds both boring and obvious. Yet, when taken seriously, it can add to your productivity and help you take your business to new levels of success. This coaching session, inspired by the results of one of my clients, offers specific tips for getting better organized. Armed with these ideas, you'll be better equipped to less stressfully achieve your goals. . . . keep reading Ultimate Client Experience: Daylight Saving Time Client Letter Rob Brown A couple years ago, one of my members suggested that sending a friendly reminder about Daylight Saving Time would be a nice "client touch". I agreed. So I wrote a short letter quoting Benjamin Franklin who is given credit for coming up with the idea. I recently updated the letter for 2010. If you're looking for a simple way to remind your clients that they're always in your thoughts, mail or email this letter to your clients this week. . . . keep reading An Idea for Networking with CPAs during Tax Season Rob Brown Last week, I received a call from a member who was looking for a way to strengthen his relationships with CPAs during the tax season. In addition to making outgoing referrals, this financial advisor wanted to encourage the CPAs with whom he networked to remember him if they ran into tax clients who needed some investment or financial planning help. This coaching session contains a "sweet" idea. . . . keep reading Help Your Clients Simplify their Tax Preparation Rob Brown Helping your clients organize their tax information presents you with a chance to provide a value-added service while potentially uncovering new business opportunities. This coaching session gives you a template for a personal client letter and a tax planning "tip sheet". This session is part of our ongoing "Delivering the Ultimate Client Experience" series. . . . keep reading Comprehensive Version - 2010 Client New Year Letter and Questionnaire Rob Brown If you're working on a 2010 kickoff letter for your clients, you'll find the template in this coaching session to be most helpful. In this easy to customize letter, you'll be able to give your clients a big picture overview of the year ahead and begin setting the stage for your review meetings. This letter can be sent with either version of our "2010 Preferred Client Questionnaire" or as a standalone letter. . . . keep reading Simple Version - 2010 Client New Year Letter and Questionnaire Rob Brown The start of a new year is a perfect time to update your client profiles. You have an opportunity to uncover new objectives, discover new sales opportunities, solicit referrals and, of course, continue delivering the Ultimate Client Experience. This coaching session contains the 2010 version of our brief client letter and a simplified client questionnaire. . . . keep reading More

Video Web Class: How to Build Your Ultimate Client Communication System Rob Brown For financial advisors, ongoing client communication leads to greater loyalty and more business opportunities. Regular communication means more sales, assets and referrals. The "trick" is coming up with a system that makes your commitment to communication simpler and more consistent. This coaching session contains a video web class that walks you through a 5 step process for building "The Ultimate Client Communication System." . . . keep reading Web Class - Building Advocacy: The Key to Finding More Clients Who Look Like Your Ideal Clients Rob Brown An advocate is a person or group of people who have an almost inexplicable desire to see you and your practice succeed; they are promoters, campaigners, and supporters of your business. Most of us would benefit from building greater advocacy in our businesses. When you know the steps, it's a simple, quick and efficient strategy for taking your practice to a new level of success. You could completely eliminate all of the other marketing and prospecting you're doing (and save a bunch of time and money). This coaching session contains a 30-minute video that walks you through our advocacy process. . . . keep reading More