In the past, I’ve likened a client’s view of a financial advisor to watching a duck swim across a pond. To the observer, it looks like the duck is effortlessly gliding across the water, but beneath ...

Each incoming call can be a potential case. That means, first impressions are essential for a law firm’s reputation and growth. Multiple law firms still struggle with missed calls, delayed responses, ...

The owner of the company where I used to work is trying to stop me from selling my book of business. He's emailed everyone in my former office telling them not to talk to me. That's strange because ...

As you well know, being a wealth management advisor is a demanding job. It involves far more than a knowledge of the markets and various investment products. You have to be good with clients — the ...

Advisor productivity—the revenue that a team produces for every lead advisor—is the most important concept that advisors need to remember as they strive to deliver more to their clients in an ...

One thing many advisors can’t help but notice is how bad many clients are at making decisions. This can be for any number of reasons: Maybe the client doesn’t care enough about the fine details of ...

Psychotherapy often explores family dynamics, unresolved trauma, developmental issues, and the unconscious conflicts that interfere with a client’s ability to optimally cope. Psychotherapy is ...

Sarah lost the $20 million account six months after the liquidity event. Her client, David, had sold his manufacturing business. Sarah had done everything right—on paper. She optimized the tax ...

A while back, I was shadowing an agent during a listing appointment and saw him lose the listing before he even sat down. I was there to observe, not to lead, and sometimes watching teaches you more ...

Over the last 20 years of speaking to clients, I’ve developed a list of questions that have been instrumental in fostering better long-term relationships. There are many questions you can ask, but ...