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8 Questions to Help You Calculate Your Goal for New Relationships Prospecting is tough work, but when you realistically set a target for new relationships and work backwards to your activities, you can produce better results with a lot less effort. As you set your sights on adding new relationships to your practice, it may be helpful to walk through a simple analysis. All you'll need is a pencil and the back of an envelope to answer 8 questions. . . . keep reading Communication is a Critical to Sales Assistant Success Communication can make or break any relationship. As financial advisors we make great plans, develop prospecting and marketing strategies and then forget to share them with our assistants, the very people who can help us become more successful. This lack of communication is not intentional, it's typically completely subconscious. Yet communicating with your assistant, indeed your entire team, can boost your revenues at extraordinary rates. This coaching session provides several tips for improving the way you communicate with your assistant. . . . keep reading Leadership Corner: Helping Your Advisors Develop Successful Teams As the financial environment continues to deepen in complexity and as clients needs and objectives grow in intricacy, teaming is becoming even more important. There are many opportunities for your advisors to strengthen their practices through teaming, but they need your guidance. This article, part of our ongoing leadership series, reviews five steps that will help industry executives, managers and coaches assist their advisors as they attempt to build successful teams. . . . keep reading Creating Encores in Your Life, not Just Your Practice We spend a lot of time talking with advisors about creating encores in your businesses through the Encore Approach to Practice Management. But encores are not just about your career success, they are about life. You also need to create encores at home and in your communities. This quick coaching session tells you how. . . . keep reading Quitting is Easy - How NOT to Quit This coaching session takes a closer look at the phenomenon called quitting. It looks at why we quit and what we can do about it. Treat this article introspectively. Look at yourself and see if you have the tendency to give up. If so, resolve to change your behavior and watch what it does to your results. . . . keep reading More

Web Class: 8 Strategies for Turning Superior Client Service into Greater Profits and Increased Referrals When you focus on improving your client service, you can dramatically increase your profits and rapidly grow referrals. This 23 minute, recorded Web Class includes an Action Plan allowing you to put my 8 strategies to work right away. Members of EncoreAdvisor.com also have complete have access to all of the links that are referenced in this presentation. . . . keep reading Web Class: How to Uncover the Gems in Your Prospect Database Do you ever feel like your prospects are falling through the cracks? Perhaps, because of seminars and other campaigns, you have more prospects than you can handle. Or worse, you don't know which of your prospects really qualify to be your clients. If you would like to get your prospecting under control, listen to this 19 minute web class, and we will show you how to discover the gems in your prospect database. . . . keep reading Conceptual Selling E-Course Conceptual selling, sometimes known as solution selling, is an essential skill for financial advisors. Unless you're just pushing products, you have to have a process for uncovering needs, establishing goals and providing solutions. Conceptual selling gives you this opportunity. This e-course combines several of our most popular Web Classes in a format that will allow you to strengthen your conceptual selling skills. . . . keep reading Web Class-The ENCORE Interview: How to Get the Most Out of Your Client and Prospect Meetings Whether your Wealth Management Process is an all encompassing financial plan or targeted at a specific segment of the wealth planning spectrum, you need to be consistent and organized in the way you gather client and prospect information. The ENCORE Interview is designed to give you the necessary edge to be able to conduct consistent interviews. This Web Class walks you through the ENCORE Interview and includes a worksheet with 4 sample profiling forms to help you develop your own dialogue based questionnaire. . . . keep reading E-course: How to Deliver the Ultimate Client Experience Over the last five years I've developed a system that helps financial advisors deliver the "Ultimate Client Experience". It has provided my website members and coaching clients with tools and strategies for delivering superior client service and growing their businesses. As a member of EncoreAdvisor.com, I want you to become even more familiar with this process, so I've put together an e-course on this topic. If you've been a member for a while, this e-course will serve as a terrific refresher. If you're new to the site, this e-course is a great way to uncover a lot of the great content that's devoted to improving client service. . . . keep reading More