When it comes to client meetings, we all want to improve. So we try stuff. We fix our agenda. We spend more time preparing. We ask better questions. But the problem is we’re so bogged down in “fixing” the meetings we host today, we fail to step back and take a look at them from a birds-eye view. We need to think with our heads. We need to look at our logic… because it’s messed up.

Carolyn McRae
Posted by
April 17, 2014
Find more posts like this in: Client Engagement, Scalable Advisor

Obviously, financial advisors aren’t the best designers. But little spots of bad design have the power to send the wrong message and kill your credibility with prospects and clients. It’s a problem. We’ll dive in and fix the 4 most common design mistakes today.

Carolyn McRae
Posted by
April 10, 2014
Find more posts like this in: Client Engagement, Did you know ...

After two years of the same ol’ schedule, I recently shook things up. And the effects have been phenomenal. What I thought to be possible prior to this now seems small and limited. Here’s what I did, and how you can copy it for yourself…

Kristin Harad
Posted by
April 8, 2014
Find more posts like this in: Opinion

Our industry is polluted with jargon. ‘Account aggregation’ can fall into the jargon bucket if your prospects haven’t heard it before. The thing is, this term actually holds a lot of importance and value to the person hearing it. So if you want folks to get as jazzed about account aggregation as you are, replace the with phrases they’ll actually get excited about. Here are 19 ideas to steal from…

Carolyn McRae
Posted by
April 4, 2014
Find more posts like this in: Client Engagement, Opinion

Like most advisors, I thought I had a pretty good idea of how the general public was feeling about retirement until I read the 85+ comments spurred by this post on NPR’s Facebook fan page…

Posted by
April 4, 2014

Some folks aren’t worth arguing with. Some battles can’t be won. But when my friend Lisa shared an article to illustrate the effect of compound interest on retirement savings, I knew this was not one of those times. The article suggests 25-year-olds start saving for retirement now, laying out basic lessons and concepts to young investors. When her friend “G” leaves an aggressive comment, things get heated. And you need to see how these three financial advisors react…

Carolyn McRae
Posted by
April 1, 2014
Find more posts like this in: Client Engagement, Opinion

A recent poll of 386 financial advisors asked, “What would an ideal meeting be like for you?” The question was open-ended. Participants were given the freedom to say whatever came to mind, without the influence of a multiple choice list of what an “ideal” meeting could or should be. Responses flooded in, and what we found was f***…

Carolyn McRae
Posted by
March 28, 2014

You can’t admit it. Saying it out loud sounds so bad, even though your intentions are good. You’ll just wait until “the perfect moment” comes along when you can naturally bring it up… Right? No. Leaving awkward-yet-important conversations to “happen naturally” could take forever. Free yourself now.

Carolyn McRae
Posted by
March 26, 2014
Find more posts like this in: Client Engagement, Did you know ..., Opinion

“We didn’t have extra money,” he said with a face that suggested he had just come to this realization for the first time. “It was a struggle for us…” Believe it or not, two emails can create the space for new client to open up. For this client, it gave clarity to why the answers to his risk questionnaire were so drastically different to those of his wife… and what I should do about it.

Posted by
March 21, 2014
Find more posts like this in: Data Management

Wealth managers often make claims of transparency in their business. But can these claims backfire? While interviewing a big-bank wealth manager to manage funds for a charitable organization project, I heard transparency mentioned several times. But as the conversation continued, it became less and less clear how trustworthy he really was…

James Wilson
Posted by
March 19, 2014
Find more posts like this in: Client Engagement, Opinion