The Beauty of Business by Referral: Building Relationships that Matter
This week I want to talk about something that lives at the very center of who I am and how I do business: I want to talk about beauty. Beauty…
The Collaboration Tax
I had a conversation last week with two financial advisors at a firm in the Midwest. Both are CEPAs. One has held the designation for nearly five years. The other…
I’m Giving My Clients Permission to Ignore Social Media
There’s something I’ve been wanting to say out loud for a while, and I suspect many of you have been waiting to hear someone say it plainly. A lot of…
Building Trust for Effective Referrals
Every real business can be pressure-tested by three questions. One, why should a prospect meet you? Two, why should a prospect choose to buy from you? Three, why should a…
The $60 AI Planning Tool Is Not the Threat to Your Business…Your 1% AUM Business Model Is.
“The market is moving from seeing AI as a productivity booster to seeing it as a fee-killer,” said Sarah Miller, a senior fintech analyst. “If a $60-a-month AI tool can…
Are You a Sales Organization? If Not, You Will Struggle as an Advisor to Business Owners and a CEPA
Let me start with a question that makes a lot of advisors uncomfortable, usually because they already know the answer. Are you a sales organization? Not “do you sell.” Not…
You Can Wreck a Referral Without Ever Touching the Steering Wheel: Understanding Multi-Generational Referrals When You Are Given One
One of the things that came up recently in my private client coaching work was painfully insightful: People still don’t understand the depth of what I am trying to communicate…
The Transition from Expert to Advisor: How Smart Professionals Enter Exit Planning the Wrong Way
One of the most common and least discussed problems in professional services is this: What happens after you decide what you want to do? You’ve got credentials. You’ve got experience.…
The #1 Reason You Aren’t Getting Enough Referrals: The Way You Use Time
Most owners of professional services firms will say referrals are their best source of business. They’re right. Referral clients convert faster, stay longer, generate more lifetime value, and are generally…
The Quiet Revolution Happening in Professional Services Firms
For years, professional services firm owners have been told the same thing: Systemize more. Delegate faster. Get out of the work. And on paper, it makes sense. But here’s what…
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