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Recent Posts

August 23, 2017

On Sunday, I arrived in Germany with my family. This is my fourth trip to Germany, including a 3-month internship in 1991 (while I was still in college). I speak enough German to get by and am familiar with the culture and interactions.

While I don’t turn down anyone wh...

August 16, 2017

I just got off the phone with a prospect. This was the second time we had talked, and I knew from the start that she was unlikely to become a client (any time soon). She is just getting her business started and is still trying to fit all of the pieces together. So, we...

August 11, 2017

Do you know how much a new client is worth to you? When meeting with prospective clients, one of the first questions I ask is “How much would you pay for a new client?” And it is a question a lot of businesses have a challenge answering.

Why is it important to know how...

August 2, 2017

If you have kids who will be heading to college soon and you are interviewing financial planners, which response would be more appealing when you ask “why should I work with you?”

  1. We provide great customer service and build a plan customized to your family.

  2. ...
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