I get annoyed when I go to step out of an elevator and two or three people try to rush in before I can get out. It’s the rudest thing. Their mothers are to blame. The proper etiquette is to allow the other folks out first and then enter. It’s a simple courtesy that everyone […]
We Live in a Fallen World Everybody gets overwhelmed. No matter how high the caliber of your staff, regardless of how much time and energy you spend on their training, and in spite of the incentive program you have in place for them, never forget this truth: people prefer to focus on the tasks that give them […]
Results Cannot be Managed Results are what happen after you have planned and managed. If you have planned and managed poorly, your results will stink. If you have planned and managed well, your results will be a pleasing aroma. So, first things first. Before results comes management, but before management comes planning. If you want […]
Earn them Instead Virtually every practice growth guru I have ever come across utterly demands that you ask your clients for referrals. They say you should ask, ask often, offer incentives, and throw parties. But, I say you should view asking for referrals like you view marketing: its goal is to eliminate its need. You […]
Love the Book Stopping all forms of active marketing and subdividing my book of clients with other home grown advisors in my practice was the best move I made since starting the firm 10 years ago. Now that each year every client in our firm is getting 2-3 financial planning meetings and at least an annual review […]
