Frustrated by the Lack of a Systems-Based Discovery Process?

One of the first things that I did when I began a business coaching practice in 1998, was to enroll in Michael Gerber’s Certified E-Myth Consulting program. You probably know Michael Gerber as author of the E-Myth Revisited.
The E-Myth is largely based on the story of McDonalds, one of the world’s most successful and [...]

Using Communication DNA For Lead Generation

Do you ever find yourself thinking about how to generate leads from your lead generation activities?
Although most advisors generate the bulk of their new leads from client referral, they usually have other business development programs to enhance the growth rate of their business.  These lead generation activities range from the more traditional methods, such as [...]

Using Communication DNA for Developing Your Client Meeting Reports

To achieve high levels of client engagement and satisfaction, you need to customize your client communication, based on the wants, need sand preferences of each client.  Advisors who deliver the same program, package or meeting to all clients have very little hope of achieving high client satisfaction rankings.  On the other hand, it is a [...]

The Shift from Practice Management to Improved Performance

Over the past twelve years we have been working with financial advisors focusing primarily on practice management. During this period, we have worked with some major influencers, through both formal and informal relationships.

Superior Client Satisfaction

The success of every professional services firm is driven by the need to deliver consistently superior client experiences that result in high levels of client satisfaction.

High levels of client satisfaction lead to more dynamic growth rates, greater revenue, profitability, and business valuation, higher employee retention rates and performance and a much more positive business environment.

Professional services firms have undergone a series of major transformations over the past twenty years. In the 1980s, these firms were sales organizations and employees were hired to maximize sales volume and values. For those of us who were involved in business in the 1980’s, you will recall some of the approaches we were taught – overcoming objections, closing the sale, getting the next appointment, accelerating the sales cycle, and how to sell anything to anybody. Most approaches were based on the sales person being pitted against the client and the goal was to close the sale.