When you approach a sales call needing the deal, clients can feel it immediately. Desperation lowers perceived value.

Perhaps surprisingly, it’s rare in my line of work that the subject of firing a client comes up too often. In the real estate business, most leads or property owners tend to be highly valuable, ...

Empathy and emotional intelligence are more than just buzzwords; they are essential skills for legal professionals. Clients seek lawyers who can understand their emotional and practical concerns and ...

In my years traveling the country to work on M&A transactions in the wealth management space, two things have remained reliably consistent: First, every time my 6'10" frame steps off an airplane, I ...

Financial advisors have long struggled with a familiar problem: how to explain complex retirement rules in ways clients can actually understand. A new working paper suggests that pairing clear visual ...

We’ve all had them: questions from clients with answers that seem so obvious to us that they can be difficult to explain. As financial advisors, it’s easy to get frustrated when a client asks ...

Recently I was having a conversation with a long-term friend. He knows that I am a healthy eater and that I eat little red meat, which is precisely why he brought up the subject. Looking to needle me ...

To this day when I think back on it, I am floored: When Apple released the first iPhone 14 years ago, there was no manual in the box. Today, we don’t think twice about unboxing any smartphone and ...

The most basic human drive is to avoid pain and seek pleasure. It is at our core and determines most of our behaviors. Processing Content Most people do not understand why they make the decisions they ...

Attorney-client privilege. Most people have heard of it, and most have a general idea it means. But what, exactly, is attorney-client privilege? What's its purpose? What does it cover? When does it ...