Author: rafferty

The Lasting Impact of Effective Broker/Dealer Stories

00:00 01 April in Articles Written by Jon Henschen by rafferty

by Jonathan Henschen, CFS and featured in Broker Dealer Journal April, 2008: Effective broker/dealer recruiting stories provide structure, direction, inspiration and motivation. When properly done they’re remembered because they connect with advisors at an emotional level. Broker/dealer stories are intended to connect favorably with advisors on the move. But so many of these stories fall short by sounding like mission statements followed by a string of tired details most advisors have heard many, many times before: We have top-notch service! Our technology is the very best! We'll help you get to the next level! Yawn! Too many otherwise successful broker/dealers have one-dimensional recruiting stories like that. Instead, they should develop effective, multi-dimensional stories describing why they’ve done so well, and better yet, how they help advisors succeed, including: How our firm got started and why it has grown. Where our...

Reality and Your Pipeline to Prosperity

00:00 01 February in Articles Written by Jon Henschen by rafferty

by Jonathan Henschen, CFS and featured in Broker Dealer Journal February, 2008: If you’ve been recruiting for even a short while, you’ve realized that the prospects in your pipeline are your lifeblood. You may believe by now that on your prospect pipeline hangs your every hope for the future. And by now, you may even harbor the common misconception that every prospect in your pipeline will eventually entrust his or her professional future with your firm. If That’s So, Dream On! As time goes by and the real world looms, you’ll know what you can do with all those dreams. Namely, divide them by two and then some. Only then will your grandiose expectations come within waving distance of reality. Sure, your share of pipeline prospects will come your way; but others will go elsewhere....

Steering Hooks

00:00 01 November in Articles Written by Jon Henschen by rafferty

by Jonathan Henschen, CFS and featured in Broker Dealer Journal November, 2007: Over the years I’ve had the privilege of being the “fly on the wall,” hearing both the perspective of broker/dealers seeking qualified professionals and Advisors shopping for a suitable new firm. Not only do I deal with over 70 independent broker/dealers and their recruiters and management, I get to hear prospective Advisors’ uninhibited feedback on why they choose one broker/dealer over another. As a result, I’ve been able to put together this sampling of some of the many so-called “steering hooks” recruiters and management use to win over Advisors who’ve come knocking on their doors. Herd Dynamics. Broker/Dealer to Advisor Prospect: “We’ve brought over many Advisors from your current firm and they’ve worked out well, enjoying increased production and much greater professional...