You Need Better Clients A frequent question that newly minted and experienced valuation practitioners raise, is how one gets more clients. The question that should be asked is how one gets better clients. The author shares his thoughts on why the latter is the better question and source of focus. Surprise, the most frequent practice development questions I get primarily have this theme: How do I get more clients? What if I told you this is the wrong mindset to have? How would your thinking (and actions) change if we talked about landing better clients instead? Hey, I get it.…
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Why isn’t that client opting for the higher level of service? Why hasn’t that prospect accepted my proposal? Why can’t these people see the value in what I do? Can’t they see I’m an investment, not a cost? Oh, sorry—I’m not talking about your clients and prospects. I’m speaking for your current and potential vendors, i.e., that means you, but from someone else’s perspective. In this article, the author proposes that we reflect on why prospects shop for services and recognize that, perhaps, we are not offering them what they need and that we too do the same. Why isn’t…
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Day in, and day out, how do you stay inspired? We asked nine accountants what inspires them and what advice they would give to help others in the profession find that inspiration. To read the full article in the Journal of Accountancy, click: Accountants Reveal What Inspires Them Every Day.
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Financial advisors, more accustomed to fielding questions about fees or the stock market outlook from prospective clients, should get ready to also answer queries about best interest or suitability standards. This is, if state regulators and AARP have anything to say about it. To read the full article in FinancialPlanning, click: AARP Wants Prospective Clients to put Advisors on the Record.
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I have a number of elderly clients. It’s difficult for them to come in and sign documents, and if I overnight it to them, they often come back signed in the wrong place or otherwise incorrectly filled out. To make life easier for my clients I’ve had them sign blank forms, and then I’ll fill them in as needed. I’ve never used those forms improperly, but I’ve heard that if my firm finds out I can be in big trouble. I’m doing this to help my clients. Why would this be a problem? To read the full article in FinancialPlanning,…
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Whether it be retiring, shift in life path, or just moving in a different direction, Financial Planning presents a video on what to discuss with your clients and their all-important decision to sell. To read the full article in Financial Planning, click: How to Talk to Your Clients About Selling a Business.