Growth
Business growth, referrals, marketing, and firm-building ideas for modern advisory teams.
- Growth
The Follow-Up That Wins Clients Without Chasing Them
There is a quality that is easy to understand intuitively but difficult to hold onto in the follow-up phase of a sales relationship.
Ari Galper - Growth
Better Sales Conversations Start With Better Follow-up Questions
It seems basic to be told, taught, and prodded to ask questions when we communicate with clients.
Rob Jolles - Growth
How To Reach the Truth After a Prospect Steps Back
When a prospect steps back after a first sales conversation, something is available in that moment that is rarely taken advantage of.
Ari Galper - Growth
Clients Don’t Consolidate Assets Until Emotional Confidence Exists
Why wallet share is often driven more by emotional confidence than performance
Don Connelly - Growth
Financial Advisors Lose Referrals Online Long Before Prospects Ever Reach Out
It's easy to think that was because of timing, fit, or circumstances. But that's not always the case.
Guest Contributor - Growth
Why Top Advisors Don’t “Find Time”—They Engineer Capacity Instead
Here’s what we see top advisors are doing to give themselves the best chance at the best 2026
Jeff Thorsteinson - Growth
Why Winning Clients Feels More Like Dating Than Selling
They notice you, check you out, look for trust signals, and quietly decide whether the relationship feels worth exploring.
Guest Contributor - Growth
After the Sales Conversation: What the Prospect Is Actually Deciding
The determining factor is a feeling. And the feeling is this: did I feel, in that conversation, that this person was actually here for me?
Ari Galper - Growth
Closers in Financial Advice Make Decisions Feel Safer and Clearer
There is a moment in every great advisory relationship when the truth reveals itself.
Jeff Thorsteinson - Growth
Top Financial Advisors Focus on Only Two Types of Clients
Start by having a crystal clear definition of who your ideal client is. The top 25% of financial advisors have an ideal client profile.
Grant Hicks
