We conduct so much of our business on the telephone that our telephone technique must be continually reviewed and our etiquette double-checked. Here are 3 quick tips for all your team. Talk slowly—Too many of us rush our speech when on the phone. When you speak more slowly, the conversation takes on a new sense… Read more »
The business of financial services has been described in a number of ways. But one thing that is consistent is this-this is a business of relationships. In order to build the most effective relationships with our clients and provide the very best in financial services, planning has never been more important. In one of my… Read more »
Do you hesitate to ask your clients for introductions? Having an exit line will give you the confidence to ask for that introduction. You are having a great meeting with a client and they say to you, “Rob, I love what you are doing for me and my family. You do a great job.” This… Read more »
Here is a suggestion on how to teach your clients that their monthly 12/4/2 appointments are important to them and to you. At the end of every contact, even with those clients you speak to regularly, be sure and add this script: “I will send you an email summarizing our time together today (see sample in… Read more »
Adding an investment to a client’s portfolio is a decision. Removing an investment from a client’s portfolio is a decision. If you have a discretionary account, you review the changes with the client. If you have a non-discretionary account, you must get your client’s permission to execute a buy or a sell. However, doing nothing… Read more »
How much misinformation are your clients exposed to on a daily basis? If your clients listens to Jim Kramer or other talking heads on CNBC, read the USA Today or Wall Street Journal and subscribe to several internet news services they may be exposed to all kinds of inflammatory, exaggerated and even misleading articles about… Read more »