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When Centers-of-Influence Don?t Refer Clients
by Beverly Flaxington, 10/2/12
Everyone tells me I can sell more through relationships with attorneys and accountants. I have some that I know well. I refer to them, but they don't reciprocate. What am I doing wrong?

A Woman's View of Choosing a Financial Advisor
by Beverly Flaxington, 9/25/12
Here are five things I've learned about what women seek in the marketplace.

Selling Your Practice ? After Negotiations Fall Apart
by Beverly Flaxington, 9/18/12
I was hoping to sell my firm to another financial advisor. When the time came to close the deal, he turned into a different person, trying to negotiate for all kinds of things and generally being very nasty. The deal fell apart. How do I find a suitable buyer who will treat me with respect and negotiate fairly?

Dealing with Facebook-Addicted Employees
by Beverly Flaxington, 9/11/12
Is it reasonable to expect my younger staff to stay off Facebook and their phones, and concentrate on what they need to do to be successful? Is there anything I can do to get them to unplug and concentrate on our work during work hours?

Overcoming Client Inertia
by Beverly Flaxington, 9/4/12
I have clients with whom I have worked for some time, and they just don't make the decisions they need to. They will say they have a referral for me, for example, but never give me a name or contact info. They will say they are going to come to a client event, but then not bother to show up. What can I do to make them more active and responsive?

Managing an Unmotivated Employee
by Beverly Flaxington, 8/28/12
What do I do when I have staff members who don't seem interested in self improvement? They aren't bad workers per se; just not motivated to improve. It frustrates me no end that I can't light a fire under them.

Dealing with Gossip in a Small Firm
by Beverly Flaxington, 8/21/12
Is gossip bad in a small firm, or can it be useful? I like to have employees tell me what's going on in our eight-person advisory firm. For me, it's where I get my best information about what's really going on. Is there a better way for me to manage? I don't want to be destructive but I don't want to cut off my best sources of information.

Dealing with a Lazy Partner
by Beverly Flaxington, 8/14/12
What do you do in a partnership where one advisor (me) is aggressive, works late every night, brings in a lot of new business and the other (my partner) is lazy? It's beginning to annoy me that while I work hard, he just reaps the benefits without an equal contribution.

When Clients are on the Verge of Divorce
by Beverly Flaxington, 8/7/12
What do you do when you are pretty sure your clients are on the verge of divorce?

Dealing with Elderly Clients
by Beverly Flaxington, 7/31/12
What do you do when your client base is largely made up of elderly people and they are starting to fail - especially mentally? I have a number of clients who seem to be suffering from early dementia and memory loss. I don't want to be offensive to them, but I don't trust they even understand what I am saying sometimes about their financial situation.

Integrating a Salesperson into Your Practice
by Beverly Flaxington, 7/24/12
I'm about to hire a salesperson for the first time. We need a go-getter who will find us new business. How do I avoid conflict between this new person and my advisors? I want everyone to work together. Do I wait for tensions to dissipate or are there things I can do to set up for success?

Happy Clients - But No Referrals?
by Beverly Flaxington, 7/17/12
We have very satisfied clients. Our last client satisfaction survey showed a 98% 'high satisfaction' rate. However, we don't get many referrals. It's frustrating because we do everything to serve our clients well - and we ask for referrals. Why don't happy clients refer to us?

The Disruptive Rainmaker
by Beverly Flaxington, 7/10/12
We brought a new advisor into our firm two years ago - a rainmaker. In the beginning he added a lot of value and we were excited to have him. Lately he has been disruptive - boldly and publicly questioning some of the decisions my partners and I have made. Should I put up with the behavior?

Regaining Confidence Amid Layoffs
by Beverly Flaxington, 7/3/12
We had to lay off a couple of people in our investment firm. As the founder and leader of the firm, the turmoil that resulted upsets me but I don't know what to do to give everyone confidence that I don't feel myself. Can you give me some tips about how to minimize the fear without being dishonest?

Ask Bev: Lessons from the Human Side
by Beverly Flaxington, 6/26/12
Here is the initial installment in what we hope will become a regular column from Beverly Flaxington, a practice management consultant. She answers questions from advisors facing human resource issues.

Communicating with Ease
by Beverly Flaxington, 3/9/10
Advisors, like so many people in relationship-oriented businesses, depend on strong communication to maintain and grow their businesses. In this guest contribution, author Beverly Flaxington discusses her new book about how advisors can communicate with ease and strengthen their bonds with clients.
Results 701–716 of 716 found.