Even in our Frenzied Industry, Shakespeare’s Voice Shines Through

Noreen D. BeamanNoreen D. Beaman, Chief Executive Officer, Brinker Capital

If you’re like me, then you have spent the last few weeks forcing helping your high schooler with his or her summer reading. In doing so, I came across a Shakespeare quote I haven’t seen in a few years, yet seemed apropos to the current climate of our industry—“Cry ‘Havoc!’ and let slip the dogs of war.” (Bonus points if you can name the play this quote is from).

The phrase itself characterizes victorious soldiers seeking spoils from a fallen foe. While poignant, advisors in the throes of the Curian aftermath are feeling like they are on the wrong side of the leash!

At Brinker Capital, I felt the foremost action our team needed to take was to be available to support financial advisors and their clients. Not to hit them over the head with how great we are, but to talk with them and understand how Curian’s offering benefited them and the goals of their clients.  We knew Curian had an impactful offering and sales culture, but we wanted to dig deeper. Our recent hire of Greg Verfaillie confirmed what we already believe at Brinker Capital.  As he expressed in his interview in RIABiz, “In the conversations I’ve been having with advisors, it’s clear this decision is not going to be made on product or platform; it’s about the relationship.”

Greg has given us insight into what attracted advisors to his former firm, the type of support that they found meaningful and what partnership means to them.  This has guided us in effectively providing the right portfolio alternative, strategically communicating so advisors can convey the right message to their clients, and most importantly, being respectful of the process they are engaging in when seeking a successor firm for their clients’ assets.

With our 28-year history and our dedication to understanding the needs of advisors, we are ready to help provide solid support and smooth transitions throughout this frenzied process. After all, as our aforementioned poet once said, “Experience is the teacher of all things.”

The views expressed are those of Brinker Capital and are for informational purposes only. Brinker Capital, Inc., a Registered Investment Advisor.

Giving Thanks to Top Clients & Referral Alliances

Matt Oechsli, President, The Oechsli Institute

Thanksgiving is a time for friends and family, but for forward-thinking advisors, it’s also a time to show top clients and referral alliances just how much they’re appreciated. Show gratitude by giving Thanksgiving-themed gifts such as organic turkeys, honey-baked hams, fruit baskets, desserts, and flowers. Get your team on board to assist you & strengthen your top professional relationships.  To get started, follow these steps:

  1. Segment:   Divide your top clients and referral alliance partners into 2 groups; those that will have gifts delivered from you and your team & those that will have gifts delivered via FedEx.
  2. Review Client Intel:   Personalize your gift by reviewing intel you’ve gathered about each recipient.   (You’ll recall that Mr. Smith loves gourmet cheesecakes from the local baker.)
  3. Organize & Delegate:  Determine which team member will order gifts, who will personally deliver gifts to specific clients & referral alliances, who will manage FedEx deliveries for out of town clients, and when the entire process will be carried out.
  4. Execute:  The senior advisor will visit their top tier of clients, the junior advisor will make their delivery to top referral alliances they want to get to know better, and the remaining clients will receive a special delivery from their favorite assistant.  Ensure both spouses are home at the time of delivery, and extra holiday cheer is extended to the spouse that is less involved in the family’s finances.

Your clients and referral alliances will speak highly of you to their close friends and family, and you’ll see increased client loyalty for months and years to come. There is no question that this will all pay off!

See how an elite team executed this here

Matt Oechsli is the author of The Art of Selling to the Affluent. His firm, The Oechsli Institute, does ongoing speaking and training for nearly every major firm in the US. @mattoechsli, www.oechsli.com