Adviser Playbook: Recent Episodes
InvestmentNews, Michael Silver, Eric Sheikowitz
Michael Silver and Eric Sheikowtiz, the dynamic duo behind the highly successful Focus Partners, an advisory coaching firm based in the Northeast, bring their expertise to bear on practice management issues so that you, the adviser, can improve your business, one play at a time. Michael and Eric, former advisers themselves, bring a wealth of experience gained through 14 years of coaching advisers. Through this series, they'll help you to draw up the plays for you to win. Michael and Eric, former advisers themselves, bring a wealth of experience gained through 14 years of coaching advisers. Through this series, they'll help you to draw up the plays for you to win.
Leverage. It's all about leveraging your networking groups to achieve success. In this episode, Michael and Eric break it all down. Including:
- Decide if you're going to join one or build your own
- Don't be a hoarder
- High value events for your group
- Articulate your value
- Have fun!
Susan Kay, VP and a director of business development for MFS, joins to share insights from her 30 year career on how to best leverage networking groups.
A well connected center of influence, an expert in another field who can introduce you to possible clients, can be career changing for you, according to Michael Silver. Too many advisers fail at this, but Michael and Eric Sheikowitz are here to help.
In this episode they'll cover:
- Why COIs are effective
- Two important characteristics you must demonstrate to cultivate these relationships
- Essentials steps to building COI success
- Susan Kay, VP and a director of business development for MFS, joins to share insights from her 30 year career on how to best leverage COIs.
According to Michael, "You have to treat your clients fairly, you do not need to treat them equally."
He's talking about client segmentation, and the fact that different clients may require different levels of your service. He and Eric will lead you through your own client tiering exercise to show you how to create varying client service models and increase your bandwidth.
Doug Orton, VP of Business Development at MFS, joins to discuss client expectations for their particular service model.
80% of million dollar producers write a business, versus 30% of others. To avoid driving your business blind, a business plan is a must. Where are you now, where do you want to be, and how are you going to get there? Mark Warren from MFS is their interview guest
Michael and Eric's debut episode of the Adviser Playbook. They describe what this series is all about, and dive into this episode all about value proposition. The main takeaway is that in order to tell a better story about yourself and your business you must ask yourself:
- What do you do?
- How do you do it? - Who do you do it for?
- What are the benefits in working with you?
Doug Orton from MFS is their interview guest.