Managing Your Practice
This, our largest resource section, has a number of subcategories with information that can help you run your business. From management, to organization skills, to customer service, you’ll find lots of helpful information to help improve your bottom line.
ORGANIZATION AND TIME MANAGEMENT
Planning for Peak Performance
Steve Bohr
Carefully planning and tracking your days and quarters can make the difference between an OK practice and one that thrives.
Staying Organized on the Go
Helen Thompson
Advisors weigh in with their tips for managing business wherever they are.
Work Less, Make More
Kim Ross
Take a few minutes from your busy schedule to read through this article, and you will discover what has eluded many of your fellow advisors: the ability to decrease your workload and increase your income.
Building a Portable Office
Helen Thompson
Trying to cram your office into your briefcase? Get it right from
Five Steps to Pain-Free,
Productive Meetings
Suzanne Bates
Your leadership is on the line when you run a meeting, so it’s time to learn how to do it right.
Time-Saving Tools
Maggie Leyes
Check out these three gadgets, which just may free up a bit of your day.
Eliminate Clutter Now
Laura Leist
Bust these myths about staying organized and get a fresh start in 2007.
Information Overload
Helen Thompson
An overflowing in-box is a sign that you’re not processing things into your organizational system efficiently.
Organize for Easy Access
Laura Leist
Say goodbye to your glutted in-box and stacks of paper with these six easy steps.
What’s Your Name, Again?
Roger Seip
You never forget a face, but the name that goes with it may be another story. Here are six tips to help you improve your name recall.
Breakthrough Performance in 12 Weeks
Brian Moran
To take your practice to the next level, periodization may be the answer.
No More Roadblocks
Robert A. Arzt, CLU, ChFC, LLIF
Too busy? Disorganized? Don’t let these excuses keep you from reaching your goals.
10 Quick Tips for Getting Organized
Barbara Hemphill
There is no right or wrong way to get organized, so just do it.
Get Organized
Maggie Leyes
Following some simple rules will help you get your office in order and keep it that way.
Nine Time-Saving Tips
Randy S. Schuster
Save hundreds of hours a year by implementing these suggestions.
Organizing All Your Business Spaces
Monica Ricci
Here are six simple tips to streamline your office and your workday.
Doing the Right Things Right
Marc A. Silverman, CLU, ChFC, CFP
Pump up the profits and productivity in your practice with these four tips.
Controlling Your Email
Maggie Leyes
Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.
The Financial Advisor’s Guide to Success
Janet Arrowood
This long-range calendar breaks your major activities into manageable chunks you can fit into each month.
Store or Shred?
Janet Arrowood
This article tells you how to decide what to keep and what to discard.
Top of Mind
Bill Brooks
Here are 10 tips to help you effectively follow up with clients.
CUSTOMER SERVICE
Go Slow—Become Friends
Jeffrey Gitomer
Good relationships will help you build referral partnerships, win more clients and bring them back time and time again.
Setting Service Standards
By Helen Thompson
Give your staff specific service goals.
Six Secrets to Stellar First Impressions
Jack Perry
Make those first seconds with your prospects count with these tips.
The Path to Loyal Clients
Lucretia DiSanto Jones
Here are some ideas to help keep your clients in your book of business.
The Sky Is Falling!
Mark, David, Stephen and Michael Banta
Your clients will be loyal if you address their concerns promptly and behave professionally.
First Impressions
Ayo Mseka
First impressions can make or break you. Here is how to use them to your advantage.
The Customer Is King
Troy Korsgaden
He is a valuable commodity and should be treated as such.
Nine Ways to Make Your Clients Love You
D. Douglas Graham
Take the time to build a meaningful relationship, and soon your customers will become your advocates.
Clients Forever
Lynn Vincent
Advisors with near-100-percent client-retention rates share eight of their secrets to success.
Thank You Very Much
Helen Thompson
You send out thank-you notes, but what about those super clients who deserve an extra touch?
structuring your practice
A Golden Opportunity
Interview by Maggie Leyes
Lloyd Lowe Sr. has built a successful fee-based practice by training his staff
to support his clients—instead of supporting him.
What’s Your Plan?
Helen Thompson
David Newman dispels some myths about business plans and explains why you can and should write one.
What’s Your Plan? Part 2
Helen Thompson
Once you understand why you need a business plan, here’s what to include in the plan.
To Fee or Not to Fee
Eric Schwartz
These questions will help you decide if you should charge fees for your services.
MANAGEMENT AND PERSONNEL
Delegating Effectively
Gina Pelligrini
Defining your staff’s roles and consistently handing off work to the right person are must-dos for business success.
Advisor’s Bookshelf
Maggie Leyes
These books will guide you through some of the rough waters of managing and disciplining your employees.
Three Steps for a Perfect Hire
Cynthia Wall, LCSW
If you’ve ever hired in haste only to repent in leisure, it’s time to put this hiring process in place.
Want Higher Profits?
Tess Marshall
Your staff holds the key. Here are five steps for maximizing their performance.
Get Outside the Box
Helen Thompson
Taking your team on an office retreat can help you fine-tune your strategy and approach bigger problems more creatively.
It’s That Time of Year
Helen Thompson
Your work doesn’t stop because the weather is bad or the holidays are upon us. Are you ready?
Making Your Business a Top-Flight Operation
Helen Thompson
Here are tips to make sure your business runs smoothly so you can concentrate on sales.
Building a Top of the Table Staff
Sarah J. Kaelberer, CFP, ChFC, and E. Dennis Zahrbock, CLU, CFP
It’s time to find, keep and motivate top-notch employees; here’s how.
Mastering the Art of Delegation
Richard Ensman
Need a primer—or a refresher—on this difficult skill? Here you go ...
A New View
Lucretia DiSanto Jones
Recruiting of old no longer garners the skill sets necessary for success in today’s insurance and financial services industry.
Why an Intern?
Lucretia DiSanto Jones
Two advisors show how interns can help you organize and move your practice forward.
Teaming Up for Success
Dave Willis
Working with others requires a careful balance of give and take. Follow these steps to make the most of your professional alliances.
Power to the People
Brian Tracy
By empowering those around you—with three easy techniques—you automatically boost your success factor.
Get Outside the Box
Helen Thompson
Taking your team on an office retreat can help you fine-tune your strategy and approach bigger problems more creatively.
A Good Start
Lucretia DiSanto Jones
Get more mileage from your orientation and training programs.
Take a Break!
Lucretia DiSanto Jones
Sure, you can take a vacation. Just get your staff and yourself in shape before you take off.
Guiding Principles
Frank C. Bearden, Ph.D., CLU, ChFC
Use a mission statement, a vision statement and a code of
ethics to govern your firm’s actions.
One Plus One Equals More Than Two
Thomas Wolff, CLU, ChFC
Treat your partner with respect, and happiness will be yours forever.
Meeting With Success
Maggie Leyes
Proper preparation can save you time in the conference room.
Seven Ways to Effectively Manage Older Workers
Ray Pelletier
Are you a Gen-X manager? Here’s how you can effectively communicate with and lead older generations.
Business Builders
Kay I. Dempsey, CLU, ChFC
Employees can help build your business, if they're happy
and stick around.
BUSINESS ETIQUETTE
Business Etiquette 101
Kathleen Pagana
Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.
Before You Hit Send
By Karen Leland and Keith Bailey
Email can present a huge potential for misunderstanding and misinterpretation. These seven tips will help you use it wisely.
Manners Matter
Marjorie Brody
You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.
You Are What You Write
Maggie Leyes
Make sure your emails turn out to be good ambassadors for you and your business.
