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What's New
Find our latest articles and coaching sessions here!
We post new resources each week, and most of them can be found right here. Click on any headline below to view the full article. And be sure to click the 'more headlines' link at the bottom of the page to read anything you may have missed.
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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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. . . .
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Retirement Income Reality - Part Two
Roberta Eckert
These days, retirement is on every boomer's mind. And many folks who are nearing their retirements are questioning whether they will ever retire. This follow-up coaching session offers some more tips on how to help your clients and prospects assess their retirement income needs. . . .
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2009 Christmas and Holiday Letters for Clients and Prospects
Rob Brown
Our letters are one of the most popular features of our website. They are easy to download, customize and merge with your client (or prospect) mailing list. Because they are written by authors who have years of compliance experience, they usually fly through any compliance approval procedures. Based on a recent request from one of our members, I wrote two year-end letters to offer your clients (and prospects) holiday greetings. I hope you'll put these greetings to work as standalone letters or as the personalized messages you add to your cards, notes and emails. . . .
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Do your clients and prospects need a retirement income reality check?
Roberta Eckert
These days, retirement is on every boomer's mind. And with good reason. With the economic meltdown of the past year wreaking havoc on retirement savings, unemployment hovering near the 10% mark and Social Security and other government programs under pressure, your clients may be experiencing a trifecta of bad news. Many folks who are nearing their retirements are questioning whether they will ever retire. This coaching session offers some tips on how to help your clients and prospects assess their retirement income needs; it includes a downloadable letter to help get this discussion started. . . .
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A Time to Say Thanks
Rob Brown
As we approach the Thanksgiving season, take the opportunity to thank those who are important to both your professional and personal lives. This coaching session contains some helpful tips. . . .
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Do your referral conversations produce meaningful results?
Rob Brown
Sometimes financial advisors allow their referral strategies to become cumbersome and clunky. For some unknown reason, you overcomplicate them. You forget the value of the work you do for your clients, so you apologetically stumble through your referral conversation. Or you don't have one at all. If your approach to referrals needs some fine-tuning, this blog post offers four important questions that should help you get your referral conversations back on track. . . .
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Use Your Expertise to Generate Leads
Rob Brown
Expertise based lead generation is a powerful tool for building a prospect pipeline full of qualified future clients. What's more, these prospective clients are looking for professionals with your know-how. If your prospect database isn't where you think it should be, take some time to build a simple campaign. When you do this with consistency, you will find it much easier to keep your calendar full of appointments and your business will grow. . . .
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| "Benefits to working with Rob Brown and EncoreAdvisor.com: vacation in Hawaii, 2 family vacations this year and a new car. Great tools to grow your practice."
Ron - CPA, CFP
RIA
Omaha
"I can't tell you how much insight I am getting from your website. Specifically, I like the fact that I can email questions and you respond so quickly."
AR
Wealth Advisor
Scotia McLeod
"Robb, I had to call. I just finished one of your Web Classes, it was AWESOME! You share practical ideas and then give step-by-step ideas on how to make it work. The ideas from this class alone are worth the price of membership. You need to raise your prices."
Greg - CPA/PFS, CFP
Wealth Manager
California
"Thanks to one simple idea, I have done more business in the last 8 days than I did over the 4 previous months."
Laura
Raymond James
Florida
"Over the past 12 months, my business is up more than 60%. Your ideas are now a regular part of my routine... Making the ideas actionable is key!”
Dennis
Morgan Stanley
Alabama
"I have found my one year membership to be one of the best business investments I have ever made. Your structure and content are marvelous."
John
Independent Rep
New York |
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