Growing your firm
Where clients actually come from, what your firm is worth, when to raise fees, and how to be findable by the people you want.
Practice growth
A name is not a succession plan →
Three decisions get made at once, and firms that treat them as one postpone all three.
Marketing
A niche does not shrink your market →
It reduces the number of people you compete with for each prospect.
Marketing
Nobody hires you for your market opinion →
Most advisors get nothing from it. Usually the approach, not the channel.
Practice growth
Segment by what it takes →
Two clients with identical assets can differ five-fold in cost to serve.
Growth
What your firm is worth →
A multiple is an output. What a buyer prices is decided years earlier.
Practice growth
When to raise your fees →
A schedule unchanged for a decade is a real-terms cut delivered annually.
Practice growth
Where clients come from →
Everyone says referrals, then cannot name the source of their last ten.
Practice growth
You are buying relationships →
What changes hands is a set of relationships that can decline to come with you.
Practice growth
Your first hire is not an advisor →
Most principals hire an advisor because that is what they are. It is usually wrong.
Marketing
Your website has ten seconds →
If a stranger cannot tell it is for them, nothing further down matters.
Marketing
The narrower the topic, the better the room →
Either dead or the only thing that works. Both camps are right about different events.
Marketing
Easier to use, not better connected →
The advisors who get quoted are not better connected. They are easier to quote.
Marketing
You pay premium rates for unqualified intent →
Paid search works in narrow circumstances and wastes money in most.
Marketing
The format you could still be doing in month nine →
Most advisors produce four videos and stop. The format was the problem.
Questions? Ask them directly — that is what the twenty minutes is for.