Persuading a prospect to become your client requires time, patience and communication
The strategy you choose must be in line with your business goals
Using the phone or the computer to connect with individuals you do not know can still be done, despite restrictions on this type of prospecting. But it's crucial to follow the rules
Jim Ruta, president, AdvisorCraft Media and Consulting, discusses how advisors can take advantage of the lack of service in the financial industry. He explains how offering free portfolio appraisals to prospects will help you attract as much business as possible.
Jim Ruta, president, AdvisorCraft Media and Consulting, explains why delegating your cold calls can lose you business. He suggests working with a professional “ice-breaker” to make cold calling easier and more effective.
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses research that shows that leaving a legacy is a major hot button for wealthy clients. He explains how to address this topic with prospects.
Try not to talk too much, ask clients what they would like to know and say things in a way that’s easy for clients to understand
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, gives tips on what to say when a prospect already has an advisor.
Persuading baby boomers and retirees to leave the advisor with whom they have a relationship is a tough sell - unless you can prove that your expertise will make the switch worthwhile
Those words do not have to mark the end of your conversation with prospects. You have an opportunity to nudge them in your direction by asking a few key questions