FAMILY GOVERNANCE is how High-Net Worth Families (“HNWF”) and Family Offices (“FO”) converse, communicate and decide, and take collective responsibility and accountability for financial decisions regarding a Family’s wealth. What Family Governance looks like depends on what stage/generation of wealth accumulation/maintenance/transfer a Family is at. The roles of financial advisors are ever-changing in this regard as ...

Focus on what your customer wants, as opposed to what your customer needs. Explain the benefits of your service as opposed to the features. EXTERNALIZE content (transparency). When preparing a quote, price needs separately from wants. Offer a 100% customer satisfaction money-back guarantee. When telling your story, be specific, don’t settle for generalities. Include context, history, and intent. Be careful ...

The concept of “command and control” is dead. It has been replaced by “connect and collaborate.” Your best currency in business is your relationships. Your knowledge is a distant second. Listen, respond, and express gratitude. Think of it as a loop; initiate communication; make connections. Make sure to close the loop and serve as the ...

A Professional’s Guide to Collaboration (and how we use it in the Family Office World) The marketplace is driven by the consumer. The days are gone when the client goes to a professional for his vast technical expertise. Therefore, effective marketing is focused on the consumer, not the service provider. What are major preconceived stereotypes about your ...