Steve Wershing

ContactStephen Wershing, CFP, is President of The Client Driven Practice, a firm that coaches financial advisors to be more effective and successful by engaging their best clients in driving the strategic plan of their practices.
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The Client Driven Practice

Steve Wershing

 
A Niche Is A Need – Avoiding The Biggest Mistake Of Marketing

 

Most advisors make the biggest mistake in marketing before they ever begin.
No, Angie, Client Advisory Boards Are a Great Idea!

Treating Your Staff Right Will Improve Customer Service

Wall Street Journal Article Shows the Value of Non-Advisory Services

Getting Feedback Is Required In Discovering Your Brand

When You Describe Your Differences, Say What Others Say About You

Study Shows Clients Get First Impression From Your Website – Make Sure Your Message Is Clear

New Schwab Study Shows Why Clients Have Been Moving

Niche Marketing Will Become Mandatory For Clients To Find You

Lessons From the Dow Jones Man-On-The-Street Referral Survey

Technology Won't Organize Us, It Creates A Greater Need To Be Organized

Curian Makes A Common Mistake In Explaining A Drop-Off In Referrals

Reason #27 To Get Client Feedback -- Your Clients Don't Like "Fee-Based"

Are You Willing to be Accountable to Your Clients?

A Clear and Unique Value Proposition Is Critical Because Everyone Wants to Eat Your Lunch

Understand Why People Make Referrals And You May Just Attract More Of Them

How Selling Screws Up Your Marketing

To Get Your Clients Referring, Teach Them The Trigger Phrases

Separate Yourself From Other Advisors By "Productizing"

The Second Step In Your Communication Plan Is Training Your Staff

What Do Hugely Successful Firms Have In Common With Kleenex? How Advisors Gain From Doing One Thing Great

Are You “Wowing” Clients? Most Advisors Think They Are But Are Just Fooling Themselves

If You Want More Sex, It Is Not About How Much You Ask For It; Same With Referrals

Five Things You Can Do To Attract Referrals In 2012

Do You Have The Guts To Set Yourself Apart?

Don't Ask For Referrals – Ask For Advice

For More Business, Prospect Fewer Clients

Do You Ask For Referrals? Would You Hire A Plumber That Randomly Showed Up At Your Door ?

The Two Times Clients Refer

The Importance Of Setting Clear Objectives For A Client Advisory Board

The Importance Of Setting Clear Objectives For A Client Advisory Board

Peter Montoya Is Wrong: The Brand Is Not You And Should Not Be You

To Get Referrals, Your Clients Must Understand Your Target Market

Expand Referrals Beyond Your Advisory Board And Get Referrals From Your Entire Client Base

Have Two Elevator Speeches - One To Get Their Attention, One To Draw Them In

To Connect With Prospects And Attract Referrals, Communicate Solutions – Not Methods

Morningstar Gets Most Of It Wrong - An Illustration Of The Hazards Of Writing Your Own Survey

A Change Of Mindset Can Be The Event That Drives The Client To You

Reduce Your Vulnerability To A Market Downturn

In A Market Crash, What You Ask Your Clients Is More Important Than What You Tell Them

When Targeting Clients, Be Specific

What Is The Most Powerful Tool To Drive Client Satisfaction?

Investors Are Not So Concerned About Your Independence

New Study: A Third Of Your Clients Are Ready To Leave

Marketing The Fiduciary Standard Will Never Work

Sneak Preview of Client Advisory Board Presentation

The Importance of Acting on Feedback

Be That Guy And Create An Unforgettable Brand

Growing Referrals Organically

More referrals through client feedback

Getting Referrals is Not About Asking

If You Loved Me, You Would Know

Human tendencies that can kill your client advisory board

The Mass Affluent – A Marketing Dead End

Need a niche? How about specializing in your best clients?

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