Stop Hoping. Start Scouting.
Here is an uncomfortable truth that nobody in the financial services industry wants to say out loud: most advisory firms are terrible at choosing clients. They will spend thousands on…
You’re Trying Too Hard: The Real Reason You Aren’t Giving and Getting More Referrals
Every single week, as I work and talk with clients, referral sources, and friends in business, I uncover the same thing: massive opportunities sitting inside referral networks, inside relationships with…
The Reality of Sales Today: You Were Chosen Before They Called You
My friend Adam Gray posted something on LinkedIn this week that stopped me mid-scroll. He was breaking down the 2025 6sense Buyer Experience Report, and one stat in particular hit…
The Uncomfortable Truth About Reciprocity (or the lack thereof) in Referrals and Collaboration
Reciprocity. It’s the unspoken currency of referrals and collaboration and the single biggest reason why most financial advisors and professionals fail to build a predictable referral pipeline. Let’s stop sugarcoating…
How to Identify and Cultivate Ideal Clients in a Referral-Driven Financial Practice
Why are ideal clients so critical to the referral process for successful advisers? Here’s the deal: The one downside of the referral process is that it relies heavily on interpersonal…
Effective Ideal Client Acquisition That You Love—No Matter Where You Are in Your Career
Whether you’re just starting out or you’re a seasoned, successful advisor, the realities of client acquisition remain both deceptively simple and deeply complex. I’ve spent my career helping advisors like…
How to Select the Right Investment Banker: A Guide for Financial Advisors Navigating Exit Planning
Fellow Advisors, I’m committed to helping financial advisors like you deliver exceptional value to your clients—especially when it comes to one of the most critical moments in a business owner’s…
Why Referrals — and Human Relationships — Matter More Than Ever in the Age of AI
I recently came across this post about executive coaching being paused and replaced by AI. It’s a conversation I know is happening in boardrooms and client meetings across the financial…
Why Every Financial Advisor Needs “Safe Drivers” for Their Business Owner Clients
Hello friends, As many of you know, my mission is to help financial advisors like you fill your sales funnel so full of ideal clients that you need a waiting…
The Role of Value Advisers in Exit Planning and Client Relationships
In the world of exit planning, clarity around the role of the value adviser is essential. While you’ll hear terms like “coach” or “consultant” tossed around, a true value adviser…
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