Hitting Singles: The Key to Effective Collaboration
When professionals collaborate, too many step up to the plate swinging for a home run. Whether you’re a high-end financial advisor, a successful M&A professional, or a CPA, the temptation…
Accelerating Client Engagement Through Owned Media and Referrals
In a recent newsletter, I promised to unpack how owned media, the PESO model, and word-of-mouth referrals fit together in today’s AI-driven landscape. Here’s the short answer: referrals are still…
Technology is Undefeated. But So Are Referrals.
Technology is undefeated. AI will change how we all do business. But referrals are undefeated too. Here’s the reality: people have always chased what’s faster, cheaper, and more convenient. AI…
Integrating Owned Media and Referral Strategy: When “Can I Borrow Your Car?” Meets the PESO Model
Over the weekend, I was listening to Mark Schaefer’s Marketing Companion podcast. His guest, Gini Dietrich (author of Spin Sucks), was unpacking the PESO model: Paid, Earned, Shared, Owned media.…
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…
Mastering the 80/20 Rule in Referrals and Client Acquisition
I've been diving into 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More by Perry Marshall. Actually, I’ve been listening to Audible and bought the hardcover…
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…
How Successful Financial Advisors Can Ask for Referrals Without Feeling Like a Salesperson
Asking for referrals can be one of the most effective ways for financial planners to grow their client base, but it often comes with the fear of appearing pushy or…
Slow Down to Speed Up
One of the most persistent conflicts I have with my personal clients and audiences I speak to is the objections I get to spending time during the work week, on…
Why AI Means Referrals Are Even Better Now Than Ever Before For Financial Advisors That Target High Net Worth Clients and/or Business Owners
There was a tremendous post on LinkedIn recently by Mark Stouse, shared by my friend Timothy Hughes from DLA Ignite, that prompted this week’s post for my paid subscribers: AI…
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