Are you ready to revisit 1985?

My guess is that in the coming year we will start to hear much more about that dreaded word – inflation.  The Clients we work with who live in basic industries are seeing significant price increases come through every day.  These increases are of a magnitude such that they are having a hard time raising prices [...]

Are your Clients ready for collaboration?

While I was writing my last post on advisors and the different levels of cooperation exist I started thinking about our Clients and their role in the collaborative process.
The thought occurred to me if our Clients are not collaborative ready, then it makes little sense for the advisory team to collaborate on their case.  Collaboration [...]

Box Management

I’ve been thinking about the concept of box management as it relates to how our Clients think about us. Clients tend to put is in a box.  The box contains their thoughts about what we do and what role we play for them.  I find that Clients use this as an organizational tool for how [...]

Collaboration, Cooperation or Coercion – which is right for you?

I recently attended a program put on by the Sudden Money Institute. The topic was collaboration and how we can build collaborative teams to work with our Clients.
During the program a thought occurred to me. Our relationships with our Clients and with other advisors fall into the following three categories:

· Collaboration – this is where [...]

Unbundling fees

I’ve been having  a dilemma for the past several months.  We’ve been making presentations for total wealth management and investment management bundled as one package.  When we make the presentations the Clients seem very interested.  When it comes time to sign the deal, we just never seem to get over the hump.
About four weeks ago [...]