http://registeredrep.com/columns/the-inner-game/ en-us http://registeredrep.com/columns/the-inner-game/defining_your_practice_516 Las Vegas—“How do advisors find the time to do all that your research is telling them to do? There seems to be a lot required to meet the expectations of today’s affluent investor,” asked an advisor during the Q&A following my presentation. “Your research can be quite intimidating.” the-inner-game Thu, 17 May 2012 15:00:00 EDT http://registeredrep.com/columns/the-inner-game/strengthening_your_brand_with_cpas_5212 The bad news is that most CPAs don’t trust the financial services industry and therefore don’t trust financial advisors. the-inner-game Thu, 03 May 2012 17:00:00 EDT http://registeredrep.com/columns/the-inner-game/the_push_toward_professionalism_424 Elite advisors are very serious about their profession and are always looking to improve. the-inner-game Tue, 24 Apr 2012 12:20:00 EDT http://registeredrep.com/columns/the-inner-game/getting_social_with_affluent_clients_41812 our recent research cites that socializing with affluent clients is important in meeting expectations and penetrating spheres of influence. the-inner-game Thu, 19 Apr 2012 09:00:00 EDT http://registeredrep.com/columns/the-inner-game/enhancing_the_affluent_4412 Many financial advisors fail to consistently provide their affluent clients with the high level of service that they claim to offer. Advisors who take the concept of “client experience” seriously develop what I refer to as a client-centric practice that always delivers. the-inner-game Thu, 05 Apr 2012 09:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_two_sea_changes Every year we conduct an in-depth study of affluent investors, and the insights garnered from our 2012 Affluent Investor Study likely are going to change how financial advisors go about their business. We are witnessing two changes that are so large and significant that we refer to them as macro affluent shifts. These two findings have fundamentally changed the advisor/affluent client relationship. the-inner-game Sun, 01 Apr 2012 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/affluent_relationship_shift_315 In our latest affluent investor study we segmented the advisor-client relationship into two categories the-inner-game Thu, 15 Mar 2012 16:00:00 EDT http://registeredrep.com/columns/the-inner-game/less_is_more_2112 the-inner-game Thu, 02 Feb 2012 07:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_learning_little_johnny the-inner-game Wed, 01 Feb 2012 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/setting_new_years_resolutions_for_your_practice_0105 the-inner-game Wed, 04 Jan 2012 15:30:00 EDT http://registeredrep.com/columns/the-inner-game/finance_year_relevance Staying relevant involves a special combination of the professional and the personal. the-inner-game Sun, 01 Jan 2012 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_sams_holiday_gift the-inner-game Thu, 01 Dec 2011 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/passion_its_the_little_things_in_your_practice_1116 the-inner-game Wed, 16 Nov 2011 13:19:00 EDT http://registeredrep.com/columns/the-inner-game/finance_finding_personal_pattern One goal is achieved, another is established, and the beat goes on. the-inner-game Mon, 01 Aug 2011 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/tips_for_influencing_affluent_investors_0701 Understanding today's affluent investor remains a hot topic for advisors. We see this by the ongoing stream of questions we get about our affluent research. This tells us that advisors are serious about retooling in order to better attract, serve, and develop loyal affluent clients. Within this spirit, I've created the Affluent Investor Baker's Dozen, tidbits of information we've been sharing with our coaching clients in customizing their marketing plans and service models. Advisors who are serious about working with today's affluent need to become a student of the affluent. I hope you find the following ideas helpful. the-inner-game Fri, 01 Jul 2011 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/getting_on_the_same_page_0616 Toronto: “I’m considering joining a team, but a bad experience a few years ago has me spooked. I had two partners, nobody was on the same page, and the break-up wasn’t pleasant,” Michael explained. “Do you have any suggestions?” As Michael learned the hard way, most advisors don’t conduct the proper due diligence before forming a team, and the financial crisis has brought this to the forefront. With the heightened expectations of today’s affluent, many teams are discovering everyone isn’t on the same page. The following is the Forming Checklist I’ve adapted from my book, “Elite Financial Teams,” which is based on four years of research. This checklist is designed to determine whether or not two or more financial advisors are ready to come together as a team. However, it can also be used by an existing team struggling to get everyone on the same page. the-inner-game Wed, 15 Jun 2011 14:37:00 EDT http://registeredrep.com/columns/the-inner-game/secrets_of_successful_intimate_client_events_0602 <u>Boston</u>: “My clients don’t seem to want to bring any of their friends to my client events,” Randy complained at our recent rainmaker retreat. He then proceeded to tell us about the series of small events he’s held that were great for entertaining existing clients, but not for meeting new prospects. I forwarded this question to our director of research, Stephen Boswell. He not only has the facts regarding today’s affluent investor and social events, but he’s also written an entire learning module on the topic. The following is from Stephen’s response to Randy. the-inner-game Wed, 01 Jun 2011 11:53:00 EDT http://registeredrep.com/columns/the-inner-game/how_to_avoid_five_common_practice_management_mistakes_0511 the-inner-game Wed, 18 May 2011 16:30:00 EDT http://registeredrep.com/columns/the-inner-game/finance_ponder_ways_rainmaker_0423 Because so much of our coaching involves helping advisors acquire more affluent clients, we're constantly asked the question, What does it take to become a rainmaker? In an effort to learn more, we conducted a focus group with elite rainmakers (an average $42 million in new assets per financial advisor in 2010.) It soon became clear these high achievers shared some common traits. Imagine a three-legged the-inner-game Fri, 01 Apr 2011 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_six_steps_romancing_0307 Rainmakers take these steps seriously and don't wing it. the-inner-game Tue, 01 Mar 2011 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_commitment_relevance Feeling burned out? Consider a new approach to your career. the-inner-game Sat, 01 Jan 2011 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/21st_century_business_etiquette_1202 Is a decline across society in manners having an impact on your team? Consider the possibility of team differentiation through a commitment to high-level business etiquette. Obviously, each team has different issues, but every team leader recognizes the importance of revisiting business etiquette in today’s hostile environment. They also agree that civility should begin both at home and within their own team. the-inner-game Wed, 01 Dec 2010 14:48:00 EDT http://registeredrep.com/columns/the-inner-game/finance_tis_season_social Let's debunk that ridiculous myth about clients not wanting to meet with their advisors during the holiday season. the-inner-game Wed, 01 Dec 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_effectively_social_media Social media will change your future just as the Internet did 15 years ago. the-inner-game Mon, 01 Nov 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_fourth_quarter_comfort Get uncomfortable, and make your goals a reality. the-inner-game Fri, 01 Oct 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_psychografics_profiling_affluent The financial crisis has broadened the footprint of four key motivators. the-inner-game Wed, 01 Sep 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_distinguishing_traits_elite Ambition, discipline, self-awareness and practice are the foundation of excellence. the-inner-game Sun, 01 Aug 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_advisor_improvement_trap Feeling overwhelmed? It's time to prioritize. the-inner-game Tue, 01 Jun 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_steps_affluent_trust Whom do you trust? Do you trust that your veterinarian always has your pet's interest behind every recommendation? Do you trust that your dentist always has your interest behind every proposed x-ray or procedure? Do you trust your local politicians always have the best interests of your community behind every vote? If you're like many of today's affluent consumers, the answers are too often a qualified the-inner-game Thu, 01 Apr 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_calling_coach How to make the best of a coaching relationship. the-inner-game Mon, 01 Mar 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_raise_game_become Becoming a knowledge worker is no easy task, but the reward is that you will double or triple your productivity. the-inner-game Mon, 01 Feb 2010 12:00:00 EDT http://registeredrep.com/columns/the-inner-game/finance_benchmark_success In 2010, make deliberate plans and take deliberate steps to close the gaps in your performance. the-inner-game Fri, 01 Jan 2010 12:00:00 EDT