Acquiring Affluent and Wealthy Clients in Today’s Market

Key insights:
• Why friend-raising precedes fundraising
• The absolute rule of market focus
• What the affluent and wealthy want right now in the current market
• The 3 interconnection dynamics that give you access

Creating a Practice of Distinction

Key insights:
• The conflict of promotion over positioning
• The clear choice your competitive advantage delivers
• Why only being different leads to competitive comparison
• Living out your competitive advantage in your practice activities
• Reduce fee pressure and gain more assets from existing clients

Enhancing Your Understanding of Affluent and Wealthy People

Key insights:
• The psychological needs that drive behavior and expectations
• How emotions frame perception and ongoing decisions
• How individuals define value and set expectations
• Essential interaction points to develop delighted clients

Traits of Successful Entrepreneurs

Key insights:
• Evaluating your vision
• Practice self-discipline versus self-indulgence
• Why “trying” is the route to failure
• Why balance is not an option

Wringing More Profit Out of Your Practice

Key insights:
• The power of market focus
• Resources that typically are underdeveloped and overlooked
• Three critical factors that limit profitability
• Upgrading client experiences and managing expectations
• Maximizing your return on marketing and service investments

Overcoming Obstacles and Pressing Forward

Key insights:
• How to function in spite of the circumstances
• Choices you make that influence your attitude and outcomes
• Keys to overcoming fear, uncertainty and doubt
• Why the future looks unclear without vision
• Six essentials to keep things in perspective

Recruiting Quality People

Key insights:
• Recruiting millennials, gen x’rs and boomers
• Why warm sources are the best resource
• Positioning the opportunity not just a job
• Cultivating sources and candidates systematically
• Finding the discipline to make recruiting a priority

Leading Others Through Complex Change

Key insights:
• Why change is packed with negative emotions
• Behaviors that reflect attitudes about change
• What people want and need from leaders to accept change
• Five keys to successfully navigate change
• Where does vision fit with change