Bill Good Marketing

  • The Very Best

    By Bill Good  |  December 26, 2011

    In my July article in Research, I published an appeal to advisors to fill out my “Best Practices 2011” survey. Over 380 FAs responded. To everyone who helped: Thankyouverymuch!!

  • How to Plan–and Live–Your Model Workday

    By Bill Good  |  December 22, 2011

    It's time to look at how important your time is and try some key time-management strategies to improve your practice.

  • The One Best Practice

    By Bill Good  |  December 14, 2011

    Being enthusiastic creates an immediate change in your sales results. As an added benefit, people’s reaction to your enthusiasm makes you feel better. It’s clearly win-win.

  • Cold Calling: Three Ways to Open the Door

    By Bill Good  |  November 30, 2011

    You will get better results from prospecting with a product than a concept, and better results with a concept than a service.

  • Prospecting Strategy

    By Bill Good  |  November 23, 2011

    A recent survey by Cerulli showed that wirehouse BDs had about a 43% market share of retail asset management as of end-2010 — down from almost half the market in 2007. Naturally, other distribution channels were gaining, among them independent BDs and RIAs.

  • To Do’s and Don’ts of Soliciting Your Personal Network

    By Bill Good  |  November 15, 2011

    A “real friend” might brush a solicitation off and think no more about it, but too many solicitations to your “social connections” means you could earn a reputation you don’t want.

  • APEX Award for Web Excellence Goes to ...

    By Bill Good  |  November 8, 2011

    The second-annual recognition goes to an advisor in Nevada who knows how to be found and look good.

  • Building an Offensive & Defensive Strategic Plan

    By Bill Good  |  October 26, 2011

    In every downturn I've witnessed, advisors who did not have systems in place to raise new money participated in the hated income-reduction plan.

  • Blocking and Tackling

    By Bill Good  |  October 26, 2011

    Since my July piece in Research, I have been focusing on “best practices.” Any treatment of best practices must include “blocking and tackling” — a sports metaphor that is well-defined by marketing and innovation expert John Caddell as meaning “work that’s not glamorous but is important.” While there are several...

  • The #1 Worst Practice: Getting Rid of Clients

    By Bill Good  |  October 18, 2011

    Here's what your peers think about the spooky advisor practice known as book pruning.

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