Most Read IRIS Articles of the Week: April 10-14

Most Read IRIS Articles of the Week: April 10-14

Here’s a look at the Top 11 Most Viewed Articles of the Week on, April 10-14, 2017 

Click the headline to read the full article.  Enjoy!

1. How to Be Your Clients "Forever" Advisor

This isn’t a young man desperate for new clients. So why did he bother – I actually asked him. He said two things – “I love what I do and I have never advertised. People come to me because they know I care – and I’m good,” he said with a smile. — Paulette Filion and Judy Paradi

2. Factor Rotation: Tilt, Don’t Time

For decades, investors have been interested in factors—attributes such as value, momentum or market capitalization. But as investors have also experienced, as certain styles or themes go out of favor, factors typically go through periods (and potentially extended periods) of underperformance. — Astor Investment Management

3. Ready to Grow? Rethink Your Approach to Networking

Here’s the thing: all valuable relationships have one thing in common. They offer mutual benefit. (That’s true in love and business!) And finding mutually beneficial relationships isn’t an easy task when you spend 90% of your working hours in your office serving your clients. — Laura McCarron

4. How Do Wealthy Millennials Actually Invest?

Coming of Age shows that Millennials have a much more nuanced view of risk than previously believed. — Ned Dane

5. How Risks Can Lead to New Business

There are definitive correlations between doing something different and taking potential risks, and finding more success. Have you counted the number of times you have gone outside of your comfort zone each day or each week? — Maribeth Kuzmeski

6. How To Delight Clients By Being Different

Unless you were the star athlete or prom queen, being “different” in high school was challenging at best. Your peers liked conformity—you were expected to follow the unwritten rules of their time and place. So if you were the nerd, the intellect with their head always in a book, the artist with the flamboyant, homemade outfits—you were different. — Rochelle Moulton

7. 9 Warning Signs It's Time to Walk Away from a Prospect

My experience indicates that far too few producers have the courage to walk away from prospects.  As a result, they end up working on “unqualified” opportunities for extended periods of time only to have the deals fall apart. — Scott Addis

8. Is There an Antidote to Market Worry?

I read an interesting comment Coach Frank Martin made to his U.S.C basketball team after losing a couple games towards the end of the regular season. He told them, “adversity is part of the deal”. Indeed, that is so in every aspect of life. — James E. Wilson

9. 9 Steps to Being a Change Leader

Standout leaders are proactively adaptive who thirst for change. They drive change as opposed to letting change drive them. They enthusiastically embrace the change process and treat it as an opportunity for the organization and themselves as opposed to treating change as a threat and something that can be avoided. — Roy Osing

10. How You Can Attract UHNW Clients

UHNW investors demand quality. Once again, I refer to the statistics; if they're spending over $1 million in luxury items each year, you better believe they demand the best of the best. — James Pollard

11. 5 Huge Marketing Mistakes Advisors Make

How to get out from the failed marketing that got you to this podcast. Failed marketing starts by having a better marketing mindset - a framework if you will. — Kirk Lowe

Douglas Heikkinen
Twitter Email

IRIS Co-Founder and Producer of Perspective—a personal look at the industry, and notables who share what they’ve learned, regretted, won, lost and what continues ... Click for full bio

I Have A Brand And It Haunts Me

I Have A Brand And It Haunts Me

I was talking to my pal “Jonas” who recently decided to freelance (vs building a multi-consultant business) when he left a bigger firm to do his own thing.

Jonas is a global talent guy who works across the planet for some of the world’s most well known companies. He decided his best play—the one that would allow him to focus on what he loves most and live the life he’s planned—is to freelance for other firms.

His plan got off to a bit of a rocky start because—get this—none of the firms he approached believed he’d actually want to “just” freelance. He’d earned his rep by steadily building deep, brand name client relationships, practices and business, not by going off by himself as a solo.

Or as he put it “I have a brand and it haunts me.”

We both had a good belly laugh because he was already rolling in new projects, thrilled with his choice to freelance.

And yet, isn’t that the truth?

Good, bad, indifferent—our brands DO haunt us.

They whisper messages to those in our circle “trust him, he’s the bomb”, “hire her for anything creative as long as your deadline isn’t critical”, “steer clear—he talks a good game but doesn’t deliver”.

And thanks to social media, those messages—good and bad—can accelerate faster than you can imagine. One client, one reader, one buyer can be the pivot point that takes your consulting business to new territory.

So how do you deal with it?

You double-down.

Yep—you go for more of what comes naturally. In Jonas’ case, he stuck with what he’s known for—his work, his relationships, his track record for integrity—and won over any lingering skepticism about his move.

We weather the bumps in the road by staying true to who we are at our core.

So when a potential client says “Sorry, you’re just too expensive for me”, you don’t run out and change your prices. Instead, you listen carefully and realize they aren’t the right fit for your particular brand of expertise and service.

When a social media troll chooses you to lash out at, you ignore them and stay with your true audience—your sweet-spot clients and buyers.

And when your most challenging client tells you it’s time to change your business model to serve them better, you listen closely (there may be some learning here) and—if it doesn’t suit your strengths—you kiss them good-bye.

If your brand isn’t haunting you, is it really much of a brand?

Rochelle Moulton
Brand Strategy
Twitter Email

I am here to make you unforgettable. Which is NOT about fitting in. It IS about spreading ideas that make your clients think, moving hearts and doing work that matters. I’m ... Click for full bio