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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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Client Surveys: Are you making the grade?
Rob Brown
Allowing your clients to grade your performance is an essential step in delivering the "Ultimate Client Experience". A simple client survey can show you where you shine as well as point out areas in need of improvement. This coaching session gives you a simple formula for conducting a client survey. . . . keep reading
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How to Reconnect with Lost Clients
Rob Brown
Even the most successful financial advisors lose top clients from time-to-time. Therefore, your former client list could be a good source of future relationships. This coaching session takes you through a straightforward process for recapturing these past relationships and includes a "Lost Client Letter" to get you started. . . . keep reading
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A Success Formula that Helped Triple my Business
Rob Brown
When I was more actively running my practice as a financial advisor, I had a simple success formula - 12 by 12, 2 by 5, plan each day. I used this formula to triple my business over a three year period of time. In my coaching work, I help my clients develop similar success formulas. This coaching session, a supplement to my ongoing Activity Challenge, offers a few specific ides that may help you create your own success formula. . . . keep reading
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A Low-Key Marketing Approach that Produces Surprising Results
Rob Brown
Your connections are people you know personally, socially, civically, or professionally. You probably believe that some of these folks would be good clients for your practice, but you're not sure. For some unexplained reason, you may even be reluctant to approach them about doing business. This quick coaching session tells you how. . . . keep reading
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4 "Back to School" Lessons to Give Your Business a Boost this Fall
Rob Brown
The "back to school" season isn't just for kids and teachers. As a financial advisor, you should to make sure your practice is on track to finish the year strongly. Plus, you need to get your clients' attention focused on those financial planning issues they've put on the back burner. This is particularly true after the turbulent summer we witnessed in the financial markets. This coaching session contains 4 "back to school" lessons to give your business a boost this fall. . . . keep reading
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How to Protect Your Income while Transitioning to a Fee-based Business
Rob Brown
This coaching session walks through a series of questions from a successful financial advisor on transitioning her practice to a fee-based, wealth management model. The answers to these questions focus on having a discipline for working through current and future relationships as well as keeping an eye on the bottom-line. Making changes to the way you do business does not mean you need to sacrifice near-term profits. In fact, when done properly it will increase your new business opportunities. . . . keep reading
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Five Ideas for Improving Your Client Newsletter
Rob Brown
Member question: "I recently ran an informal poll of my clients, asking if they read and enjoyed my monthly newsletter. The results were dismal. They don't read my newsletter and rarely look at the other stuff I send them. I'm spending a lot of money for my newsletter service. How do I get them to read it?" This coaching session answers this question by offering five simple ideas to improve your client touches. . . . keep reading
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How to Use an Efficiency File to Improve Your Quarterly Reviews
Rob Brown
Many financial advisors take client meetings for granted. They allow the routine nature of these appointments to get in the way of timely preparation. Yet, well-orchestrated quarterly reviews remind your clients of your top notch service and strengthen your team and practice management approach. This coaching session reviews six simple steps to ensure successful reviews by truly 'teaming' with your assistant. The toolkit attached to this coaching session contains a sample agenda, client letters, a key findings sheet and an efficiency file checklist. . . . keep reading
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Eight Tips for Successful Meetings
Rob Brown
As a financial advisor you are almost by definition in a leadership role. Regardless of whether you work for an investment advisor, major firm, regional boutique, or independent broker-dealer, you are in charge of your own destiny. You are responsible for finding clients, managing clients and creating an efficient practice with various team members. This invariably means you are involved in many client and team meetings. This coaching session offers eight tips for making your meetings more successful. . . . keep reading
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The Activity Challenge (Part 1 of 3): Is your activity holding you back?
Rob Brown
I was recently speaking with an advisor who remarked that he loved using my activity "tick sheet". In all honesty, I couldn't remember giving him a copy. He then told me that he learned about it a few years ago when I ran an "Activity Challenge" for members of my website; he has been using it ever since. The idea was to get advisors whose businesses may have been plateauing to consider whether or not they were maintaining the activity required to move their practices to new levels of success. It worked; several members reported great success with this simple idea. So let's try it again. This coaching session will walk you through Part 1 of this three part exercise. Watch for Part 2 in a couple weeks. . . . keep reading
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Listen as Peter Lantos Interviews Rob Brown
Rob Brown
I was recently interviewed by Peter Lantos of the Elite Advisor website. During this rapid-fire session, Peter and I covered a lot of ground. Given the rugged investment climate we're currently experiencing, our conversation is very timely. This coaching session gives you a link to this 17 minute interview. . . . keep reading
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How to Survive this Bear Market:
Attracting New Clients
Rob Brown
Today's volatile market presents a unique opportunity. While competitors may shy away from phone calls and meetings, they are actually setting you up to take over their businesses. Simple handholding messages designed to deliver proactive communication during turbulent times gives your clients and prospects the information they are so urgently seeking. If you're looking for new clients, the key is to treat your prospects like they're already clients of your practice. Treat them better than their current advisors. They need to know what they're missing by not having a relationship with you and your team. With this concept in mind, this coaching session contains a "bear market" prospecting campaign you could run over the next few weeks. . . . keep reading
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Selling You, Creating a Story that Sells
Rob Brown
Your marketing material should tell a story. Whether you tell it verbally, like an elevator speech, or in writing (and by the way you should do it both ways), you need to constantly articulate your value. This quick coaching session covers five simple rules for articulating your story; it also contains links to four web classes that will help you create or improve your current message. . . . keep reading
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Leadership Corner:Maximizing the Success of your Sales and Service Assistants
Rob Brown
So often we see great sales assistants leave our firms and we question why there is no loyalty left in today's corporate world. Could it be that we are partly responsible? How often do we hire service assistants without really thinking about who they will be working with and what the actual needs are? How often do we move an assistant from one advisor to the next without really talking to them; instead just reacting to the particular circumstance? This coaching session, from our leadership series, covers five critical themes for maximizing the success of your sales and service assistants. . . . keep reading
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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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