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 »
I have heard it said that the only objection you have no chance of overcoming is an objection you don’t hear. Let me give you two objections you may never hear but could be on the prospective client’s mind: 1. “I have dealt with my FA for a lot of years. I can’t stand the… Read more »
“If you have to stand in a long line to get it, you are probably in the wrong line!” I heard this said when I lived in Texas in the late 1980s. I don’t remember who said it but it is still with me after 25 plus years. Normally, this phrase is attached to investing…. Read more »