How do you first create value when you are asking for referrals? One way is to make clients more familiar with your message. Explaining to a client that you give first class service to only 100 clients with 12 yearly appointments (once a month) 4 of those being quarterly reviews and 2 of those quarterly… Read more »
Contributed by our partner American Century A great way to strengthen client relationships is to tap into what’s important to the individuals behind the portfolios. For many of your clients who are parents, the ability to teach their children to handle finances is likely a highly valued parenting skill. With Yes, You Can financial education resources… Read more »
Centers of Influence (COI’s) are defined as leaders in your community that are willing to give you referrals in exchange for the referrals you give them. Your Centers of Influence will help to deliver many of your best prospects and clients to you because they like you, trust you, respect your professionalism and want to… Read more »
We are all very aware that recommendations may not work as described. The risk is there for even our most researched and carefully thought out sales. But they are sales. A wise man once said, “Investments are not bought, they are sold.” While there are certainly exceptions, we are all here because we are good… Read more »
I walked into the crowded freshman dorm and introduced myself as Playboy’s representative on campus. I said,” I am taking orders for subscriptions to Playboy for 12, 24 or 36 months”. I signed up the entire dorm. As a freshman who needed money, I knew I had hit a gold mine, and I worked it… Read more »
There are times when certain terminology sounds right and times when we know it isn’t for us. As a coach, I am always looking for language that works. My basic philosophy is “do what works.” I believe that Rob Knapp is right when he urges FA’s to use the term “concierge–sized practice.” Business Week gave… Read more »