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Who We Are and Our Mission
Founded in 2013, Select Advisors Institute works with organizations of all size in three distinct ways:
Consultative Sales Training
Our clients are C-Level Executives, Sales Professionals, and Growth-Minded Entrepreneurs seeking outside the box thinking and advice pertaining to growing their careers, businesses and teams.
Our clients include financial institutions, financial advisors, CPA’s, attorneys, non-profits, and other service providers who “sell” their advice, ideas and knowledge rather than a product.
Our mission is very simple: To help a select group of service providers we truly believe in succeed and grow, through better methods of finding new opportunities, better ways of connecting with their prospects, and better ways of marketing themselves. Through research, training, coaching and collaboration, we build processes around an institution's sales and marketing efforts to make its growth objectives more predictable, effective and organized.
Our process? The use of every single tool in our toolkit to help advisors that we love succeed.
Read Our Views
In this video, our team at Select Advisors Institute shows some of the challenges top-producing advisors face, and how to address and prevent them. Even if you are not there yet, good to know insight and ideas in advance so you can ensure they don’t impact your practice down the line.
Bringing in new clients into an advisory practice is the lifeblood of any business, yet there are still sour thoughts from some professionals on the old-fashioned way of cold calling prospects. In this article we discuss the new methods for growing a wealth management practice, by serving as a true consultant to those who can benefit.
How can you increase your productivity at work and in your business every day? Have a daily feel-good list. Our well-being coach Sarah Hodges explain how to convert every day into a thriving and balanced experience at work and at home.
CPA firms both large and small are investing thousands of dollars a year in bringing clients and resources together for social and educational panels, dinners, happy hours, briefings, CFO breakfasts and more, in the hopes of not just thanking their existing clients, but obtaining new clients through the process. Yet the results are mediocre at best. What are some best practices in having more impact through the client events you host?
Many times, millennial advisors and those just entering the industry get quite intimidated proving their value and worth to a successful prospective or existing client, particularly when there is a huge dispersion between the advisor’s age and that of the investor. Traditionally, the methodology to get around this fear has been “Fake it til you make it”. Our Introversion Coach, Heidi Brown, states otherwise.
Read our latest white paper published on the Michael Kitces website. Sales training programs should be designed around an advisor’s specific personality type. Learn about the three Consultative Sales Personalities our firm has identified, and specific strategies each of those personality types can employ to turn your unique challenges into business development advantages.
Are there specific triggers that stop you from performing at your best in your career and with your clients? Are there fears you have about putting yourself out there to develop more opportunities for yourself and for your team? Those may be due to ghosts from your past, which Sarah Hodges, our productivity coach, describes here.
Heidi Brown describes how her coaching can help Introverted Advisors succeed in bringing in new business. Don’t try to be someone you are not; find authentic ways that work best with your sales personality.
Take the Select Advisors Sales Personality Test to see the best strategy for you to grow your practice, in the most authentic way.
Hunting for clients can prove challenging for both new and veteran money managers alike. How to spot the best prospects in a crowd of tuxedos and gowns at a gala--or in shorts on the golf course, for that matter--is a skill that can take years of experience to develop. It isn't easy to determine who is truly wealthy or who is looking for a financial adviser.
Research by the Sales Executive Council shows that no other productivity or marketing investment comes even close to sales coaching in improving a professional's performance pertaining to growth. A sales coach can be the most powerful tool you can invest in as an advisor to help your practice grow.
The Ostrich Effect is a social science theory that helps us understand what information people are interested in receiving, and what content they will avoid. Learn how using this theory can help you find new clients.
A video to convert everyone into a “Sales Lover”
Can you spot the SECOND tiger in this picture? Change your perception on things that seem obvious, and reach your goals faster!
Watch Steve Job’s presentation on how he turned around Apple’s messaging and marketing to become the world’s number one brand.
Even if you don’t do anything else, the following are three strategies that are non-negotiable if you are looking to grow your practice. What are they? Watch for yourself and learn!
The number one constraint holding us back from growing our practice is time. With so many obligations, from family to client servicing, it seems like a waste of time to go to a networking event or take out a referral source to yet another lunch. Read this article we published in Barron’s to hear our views and recommendations for better managing your time.
Are you too busy to grow your practice, get more referrals from clients, improve your career or find a job that you’re passionate about? If so, read this blog to get inspired for change.
Women are poorly represented among the nation’s fastest growing and largest financial advisors. Even when there are no external roadblocks, women are often stymied by self-doubt: With one or two rejections, they decide this just isn’t for them. But there’s a deeper obstacle, one that I’ve seen consistently in my own successful advisory career and now as an advisor coach. Very simply, most women are afraid to bring out their persistent, more forceful nature—they’ve been conditioned to keep it under wraps. But that nature is essential to get in front of more opportunities and close business. Here's how to conquer that.
On a daily basis, we hear from financial advisors complaining that their work is commoditized, meaning everyone else is doing it. With 2 million advisors and growing, that may sound like a legitimate frustration, but we don't buy it!
Sometimes, the best marketing collateral you need is yourself. Take some risks by doing something very simple: Being you! This can not only intensify your existing client relationships, but it can help showcase to your potential clients why you are different than their existing advisory relationship.
Ever wonder why you're not having much success on Linkedin? Read this article to find out how to improve your approach.
Before you and your team put all other projects on hold to work on a proposal for a prospect, read this article to make sure your time spent will be worthwhile.
Behind on your annual sales goals? It's never too late to get back on track and finish the year off meeting the goals you set for yourself and your team in January. Here's how.
Thinking about hosting a client appreciation event? Make sure you read this to avoid any inefficiencies.
This interesting research paper from 2014 captures major insight into the behaviors and circumstances that would trigger wealthy clients to refer friends and colleagues to their wealth manager.
According to a study by SEI, 47% of your clients will eventually make a referral. Another 47% will not...until you ask. But how can you ask without the question falling flat on its face, and avoiding the typical response of "If I think of someone, I'll let you know"? We answer this important question in this story.
At the end of the day, as financial advisors, we get paid to converse. While questioning and listening skills are typically seen as "softer skill", it is the act of better "story selling" that will allow advisors to learn more about their clients, uncover more opportunities to help them, and more quickly discover who within their circle can benefit from your services as a wealth manager.