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Summary: If your prospect or COI has a LinkedIn account, you should connect with them. Period. Not only does it enable you to learn heaps of information about your prospect, it creates additional touch points. These creative points of contact help raise overall awareness and progress your relationship. Here are ten situations that give you an easy reason to touch-base with prospects and COIs on LinkedIn. We’ve also included a few ways you might respond.
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Summary: Many advisors say they are close with their clients, but just how close? It may seem like a radical idea to some advisors, but Stacy Francis of New York City believes in inviting clients into her home.
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Summary: For many RIAs, life is good right now. The market is at a record high and investors have more disposable income, a stronger sense of security and are coming off the sidelines and jumping back into the markets. (Whether that is a smart decision is another story.) For many firms, the challenge has shifted from how to market and increase revenue to how to recruit and attract talent to service all of this new business.
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Summary: For a client-centric practice, there is no more critical indicator of future success than the composition of its team. Thus, every advisory firm’s top priority should be acquiring, developing and retaining the best possible people, who in turn can provide the best possible service to their clients. In this context, advisors must ask themselves if women are adequately represented — at all levels — in the practice. Advisors who can honestly say yes will find that they are far better positioned for long-term growth than those who cannot.
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Summary: The growth of your firm relies on your strategic plan, your organizational structure and your human capital practices. Build your business strategy first, to get a clear understanding of what you want to deliver to clients. But then clarify your organizational structure to make sure you have the right people doing the right things.
