The Gatekeeper Never Left. She Just Got an Algorithm.
When I started selling commercial copiers in the Washington, DC area, there was a human being standing between me and every sale I wanted to make. She sat at the…
If Referrals Don’t Scale, Neither Did Christianity
There’s a line you hear on social media and in every marketing meeting eventually: referrals don’t scale. It’s said with confidence. Usually by someone selling something: paid ads, a funnel,…
Who Owns Your Business?
Before you open another tab, scroll another feed, or rewrite another bio answer this question: who actually owns your business? Not the name on the articles of incorporation. Not the…
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 $20M Cage
Why the most successful advisors I know are often the least free. And what the Kitces data is quietly telling us about how to fix it. Last week I stood…
Renting vs. Owning: The True Cost of Your Marketing Relationships
I told you so. I've been writing about human networking for a long time. And this week, Richard van der Blom dropped a newsletter that basically confirmed everything I've been…
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:Â 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…
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