(February 2005) Surveys say that clients want more contact. Top advisors say that developing a call schedule ensures that they get on the phone to initiate this contact. Having a structured schedule in place allows you and your team to contact clients on a regular basis without the calls always appearing sales-related. This consistent communication […]
(December 2004) In your practice today, chances are you contact your clients and prospects virtually more than you meet with them face to face. Successful advisors say that using virtual communication effectively is critical to the growth of their business and is becoming increasingly important. By virtual communication, we are talking about phone calls, voice […]
(November 2004) If you are like many Canadian advisors, year-end tax planning with clients and the onslaught of RRSP season can have a significant impact on an already time-constrained schedule. “What to do next?” you may ask yourself, overwhelmed sby the list of tasks you need to accomplish, feeling more reactive than proactive. The key […]
(October 2004) Being on the frontlines, training and coaching advisors and their teams across the country, I am not surprised that the ADVISOR Group’s recent Annual Dollars & Sense Survey found that the number one day-to-day challenge faced by advisors is “paperwork/administrative.” The paperwork/administrative challenge is probably unavoidable due to today’s environment of increased compliance […]
(July 2004) Top advisors and their team members say that finding time to prospect and generate referrals is one of their biggest challenges. Those who are successful have developed a process to follow which ensures they are maximizing their resources and receiving all the new assets possible. Here are a few “big picture” thoughts and […]
(July 2004) Are you generating a flood of referrals through both alternative and traditional means? To take the next step, use the following worksheet (both customizable and printable) to help you organize and track your prospecting activities on a monthly basis. PRIORITIES FOR MONTH _________________________________________ YEAR _________________________ * Write down who you will contact this […]
(June 2004) Advisors who have successfully incorporated insurance and estate planning into their practice feel strongly that the holistic approach has helped them to expand their book and attract higher net worth clients. Building a business based on the financial planning process will provide many advantages to an advisor, including: Increased share of wallet; Increased […]
(June 2004) When conducting an annual review with your clients, you undoubtedly have plenty of things to talk about — and to be distracted by. To prevent you from neglecting to delve into an insurance or estate planning discussion, use the following review checklist at your next meeting. (For more expert insights and tips on […]
The fundamental difference between a high-value relationship and a transactional relationship is what you focus on. In the high-value relationship, the focus is not on the deal but on the people you are dealing with and what is most important to them. Name: Meeting/Call date: Main objective of meeting: Orientation: Shift focus to the client […]
Strategy What can happen Questions to use 1. Get the opinion from clients — identify strong ones. Can open the door to their decision-making process. The stronger the opinion, the easier it is to access. What do you think about X? What concerns you about X? How do you feel about X? 2. Find out […]