Know your Client
- Looking for Mr. Good Client
- The power of a good mission statement
- Going Fee-Based? - Telling your client you’ll start taking their interests into account might not cut it
- Maximizing Client Value
- The risk of being too relational
- Who's the boss
- The art and science of introductions
- Twenty minutes and hundreds of thousands of dollars later
- Do you know what your clients expect from you?
- Meaningful events in your clients’ lives
- Business is a losing game
- Mastering the seniors market
- Enemy at the gate
- When the easy ones get away
- The economics of building the brand
- When the client "just doesn't get it"
- You can't be a famous secret
- What your clients are really looking for in their advisor
- When your expertise gets in the way
- Trying to do it all can leave you with less