Client strategies

Your competitors of the future are probably not who you think they are.

Don't underestimate the power of sending something that's tangible in this digital age — something that someone can hold and touch.

It's time to shift your focus from the transactional to the relational.

There will always be both business owners and individuals who drag their feet on different elements of their financial planning.

If clients don't know what their future selves look like, they can't finish the planning process. That's where you (and behavioral finance) come in.

Tax professionals may be unaware of the potential benefits that can be gained by partnering with a wealth manager.

Firms need to operate more like football teams than loose collections of golfers.

Most of your clients need added services. Your ability to capture those revenues will depend on your ability to show the client the value they will receive.

Subscription and value-pricing models may mean you stop billing by the hour, but they don't mean you have to stop knowing what staff are doing.