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.

My latest video feedback to an advisor

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.

Advisers perform best when they align their sales personalities with colleagues within their firm.

As seen in Investment News, April 2017
By Amy Parvaneh

As seen in RIABiz, January 2017

By Amy Parvaneh

Remembering your value busts up the dilemma of selling within a circle of friends.