One of the most valuable services an advisor can deliver is to make it easy for a client to view them as a trusted advisor.
The other day an advisor, who is in the process of implementing their New Client Advocate Process, commented that they were finding the 3rd appointment was running about 2 hours and […]

Over the last 10 years our other speakers, primarily Duncan, have had the opportunity to speak to about 100,000 people at various events across North America. So it isn’t uncommon to have someone tell us about their success they had after one of his talks. Often we hear about it years later.
One such circumstance arose […]

I love it when I have an excellent experience with a quality business. The rules for what makes a business a cut above are pretty simple: consistency, congruency, chemistry, integrity and accountability.
Recently I had an experience with a dentist that deserves mention. I have a strong aversion to the dentist! I suppose it comes from […]

One of the secrets of life is that it is short. Unfortunately we usually find this out later than sooner. A life lived without intent is a life lived in a cloud and haze; nothing ever seeming clear or ‘right’.
I am constantly amazed at entrepreneurs who have been in the business for years, sometimes decades, […]

Here is a not so simple exercise for choosing a CRM for your business. Answer these questions:
What is your philosophy and approach? Write it out in detail.
Next, what activities will ensure that this philosophy and approach are experienced by your clients? Make a comprehensive list.
Will the CRM you are evaluating make it easy to do […]

Last week I was speaking to a group of new investment advisors. They had been using Proven Strategies from Pareto Platform over the previous 90 days. There was an extraordinary level of belief and conviction to implementing our ideas. Of course I wish them all the best in their new career. At the same time, […]

Unfortunately most small business people use their CRM as nothing more than a modern rolodex. You can flip through it and easily look up names, addresses and phone numbers. But think about it. CRM stands for Customer Relationship Management. Some large companies understand this and have the time and money to invest in putting systems […]

Socrates is regarded as one of the early and incredibly influential gurus of early Greece. While far from being a flawless man, people of all kinds would approach him for advice because of his wisdom. Yet one little known fact about his style of giving advice is that often he wouldn’t provide actual answers to […]

I just love hearing stories about the Advocate Process (a process for new clients that instantly creates advocacy) and how someone has taken the risk to implement with intent and consistency.
I spoke to Charles this morning about his recent success using a consistent Advocate Process. Charles signed a new client with over $5 million in […]

I am a firm believer in staying connected while working. The cell phone was the first innovation in this are, then the Palm Pilot and the Blackberry. If you were working with a team the Palm had one fatal flaw—you were only connected to YOUR information and until you went back to the office and […]