Results for "The Limitless Adviser"

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Why advisory firm founders and successors can't get on the same page

May 25, 2018

"A man learns something carrying a cat by the tail that he can learn in no other way." With this quote Mark Twain insightfully illustrates a powerful point: Experience is the best teacher, though it's not always kind or gentle to the student....

Why being a great financial adviser is not enough

April 23, 2018

In true entrepreneurial fashion, most financial advisers excel at the technical side of their business — financial planning, investment management and other areas — yet wallow in a bastion of mediocrity when it comes to running their businesses....

Break out of your comfort zone to find real business success

March 26, 2018

Once people expand their thinking around what it takes to build their success, the benefits seem to flow. So why do so many advisers — even the most successful among you — still settle for so much less than is possible? The answer is mindset....

Advisers should spend less time with most of their clients

February 27, 2018

I have a new client facing a common challenge. The firm has over $2.5 million in revenue, but the founder is feeling overwhelmed and unable to successfully scale the business any further. I asked some questions about the firm's client service...

7 things successful people do right

January 29, 2018

I've always wondered how people like Richard Branson, Oprah Winfrey and Elon Musk achieved such success while being so seemingly in love with their lives. After I immersed myself in studying the science and psychology of success, and having...

Time to change the conversation on fees, referrals

September 19, 2017

It's time to change the conversations we hold with ourselves, and the ones we have with clients. Your brain, specifically your limbic system, is hard-wired for survival rather than success. So when confronted with a challenging request, our...

Advisers can cast off limitations with '5 Freedoms'

August 2, 2017

Last month on a podcast with Michael Kitces, partner and director of research at Pinnacle Advisory Group, we talked about the stress, struggles and strife that so often accompany building and running a practice. Or what I call the "stress of...

The crisis of creation in an advisory practice

June 19, 2017

Why do advisers feel their firms are capable of much more, but find themselves challenged when they try to tap into that potential? In my 20 years of consulting, I've noticed that there are only 2 types of activity: energy-draining and energy-creating....

Managing client expectations is a big part of an adviser's job

May 6, 2017

In recent surveys reporting the challenges faced by advisers, managing expectations and servicing and attracting new clients lead the list. Having talked in this column about the ways advisers hold themselves back when it comes to attracting...

Is your pricing primitive or purposeful?

April 5, 2017

A client of mine, Brian, stared at me, his mouth gaping open, when I explained that the total of the fee discount "exceptions" he'd made amounted to $85,000, 10% of his current gross revenue. He'd hired me to help him grow his firm while balancing...

Doing a better job articulating adviser value

March 5, 2017

As we continue​ exploring how to unleash adviser potential, let's recognize something important: You're probably doing a supremely mediocre job of articulating your value proposition. Recently, I googled "wealth management firms" and selected...

No more excuses for not marketing your firm for growth

January 27, 2017

In reviewing surveys on the challenges advisers face, client issues consistently top the lists. Servicing, managing expectations and attracting new clients rank highest. Saying “clients” is not enough when considering the phases of the client...

Silence those voices in your head

November 30, 2016

Do you hear voices? Even when you're alone, there is someone talking to you — a near constant internal dialogue we have with ourselves. The voices in your head don't make you crazy, they make you human. But these voices have the power to make...


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