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Financial Planning November 1, 2012 William Ainson	Assembly-Line Approach: Planners Use Well-Defined Sales Process Successful planners usually have a well-defined sales process for turning prospects into clients.
Registered Rep. April 23, 2015 Anne Field	How Long Should You Take to Land a Prospect? Most advisors have a process for bringing in potential new accounts -- a certain number of meetings, a series of topics to cover -- but many find the trickiest part of the chain is the final close.
Financial Planning December 1, 2008 Scott Schutte	Setting Yourself Apart The wave of retiring baby boomers in the coming years will pave the way for advisors who wish to move away from traditional investment management and focus on specialized financial planning and wealth management services.
Financial Advisor November 2003 Leo Pusateri	Advanced Applications For The Value Ladder Use key questions directed at potential clients to connect back to your unique message.
Financial Advisor August 2007 Brigid O'Connor	First Impressions Financial advisors require solid business presentation skills to secure new clients. The initial consultation is simultaneously a vital marketing tool and a challenging obstacle to success.
Financial Planning May 1, 2011 Karen C. Altfest	Presumed Guilty Even if we think we've been successful for a long time, we never can stop presenting our credentials and accomplishments, and demonstrating our stability to those who are new. As you sit in prison, Bernie Madoff, thanks for the reminder.
Registered Rep. March 8, 2012 Boswell & Nichols	The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients.
Registered Rep. July 5, 2012 Anne Field	Central Casting for Prospects Clients tend to fall into classic types. Here's how to identify and woo a few common ones.
Registered Rep. December 25, 2012 Lauren Barack	Playing The Digital Dating Game A client's onboarding experience can affect how wiling they are to make referrals, and the faster a rep can sign one client, the quicker they can find more. New digital onboarding tools can help.
Financial Planning April 1, 2008 John J Bowen	Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients.
Financial Planning October 1, 2011 William Ainson	Behind the Mask While financial planners should be working to shun potential clients from hell, they should also strive to attract the more "celestial" ones.
Financial Planning July 1, 2011 John J. Bowen, Jr.	Consultation, Not Just Advice Financial advisors offer advice, of course, but they'd be much better off if they thought of themselves as consultants.
Registered Rep. October 12, 2011 Boswell & Nichols	You Seem Pretty New at This... There are a few areas that new advisors can control to help deemphasize their youth and inexperience.
Financial Advisor January 2005 Steve Sanduski	Getting To The Heart Of The Matter Here's how to connect with your prospective financial advisory clients.
Financial Planning December 1, 2011 John J. Bowen, Jr.	Strategies for 2012 and Beyond In these volatile times, you have an excellent opportunity to build relationships with high-net-worth investors who are actively looking for advisor alternatives. With that firmly in mind, here are some key strategies and tactics that will make a big difference over the next year and beyond.
Financial Advisor September 2004 Leo J. Pusateri	Delivering Your Value: The Value Mindset Skill Model Five steps for financial advisors to properly begin the client dialogue, demonstrate a leadership position by directing the flow of the converstaion, and initiate a meeting with a mindset of value.
Entrepreneur November 2005 Barry Farber	Mind If I Ask... You don't have to be a master inquisitor to ask your prospects all the right questions. Learn how to set yourself up to seal the deal every time.
Registered Rep. August 10, 2011 Boswell & Nichols	Shaky Markets, Substantial Opportunities With memories of 2008 looming in the background, the Dow plunging in response to a AAA downgrade and media pundits fueling fear and uncertainty everywhere you turn, it's natural for investors and advisors to become a bit nervy.
Financial Planning July 1, 2008 Dan Veto	Open Up! How do you demonstrate to your new prospects the financial services equivalent of good bedside manner? One way is to recognize that clients have differences and preferences in how they would like you to conduct your professional interactions.
AFP eWire March 18, 2015 Michael J. Rosen	3 Mistakes You Make When You Meet Prospects If you're like most fundraising professionals, you make three costly mistakes whenever you meet with prospects and donors.
Commercial Investment Real Estate May/Jun 2013 Rod Santomassimo	Prospecting 101 Master the basics of finding new clients.
Registered Rep. September 8, 2014 Matt Oechsli	You're Just Not That Interesting Even though you were asked a question about yourself, the less you talk about yourself, the more quickly you build rapport.
Financial Advisor June 2004 Joel P. Bruckenstein	Converting Prospects Into Clients A new online tool promises to help you do just that, but can it deliver? The platform marries a sales/client education process with a portfolio construction/portfolio management process.
Registered Rep. December 1, 2002 Walter H. Zultowski	Who Wants a Wealth Manager? Are potential clients excited about the prospect of receiving wealth management services? And of those who are, what characteristics do they share? Phoenix, which specializes in this market, set out to answer these questions in a survey of the high-net-worth population.
AFP eWire November 6, 2013 Liz Rejman	Get Real With Your Prospect List A prospect lists is a great tool to help fundraisers be effective and efficient. It's time to get real with your prospect list so you can engage and inspire everyone on it.
Financial Planning January 1, 2006 Michael B. Horwitz	Tell Them More Potential financial planning clients are asking questions, but are they the right ones? If prospects wanted to go beyond the standard questions and our stock replies, what would they ask to get a real inside look at our businesses? Here are some possible questions.
Financial Advisor May 2004 Leo Pusateri	Are You Ready To Deliver Your Value? Integrating passion, respect and confidence into interactions with wealth management clients.
Entrepreneur February 2005 Barry Farber	Right on Target Hit the mark with prospective customers by learning how to find their hot buttons. Here are four "hot button" tips.
Entrepreneur December 2005 Barry Farber	Make No Mistake The things you do -- and don't do -- could keep you from closing sales. Watch out for these 5 common mistakes, and learn how to avoid them.
Registered Rep. August 18, 2011 Matt Oechsli	Capitalizing on Crisis Four steps to get a handle on your practice and capitalize on this crisis.
Financial Planning January 1, 2009 John J Bowen Jr	Interesting Times This interesting financial environment offers unparalleled opportunities for advisors to grow their businesses and come out of the current mess stronger than ever.
Registered Rep. June 13, 2012 Matt Oechsli	Prospect Facetime: Five Affluent Faux Pas To Avoid Don't be afraid to sell, but mind these pitfalls.
Entrepreneur September 2001 Barry Farber	Back Off! Being friendly is good, but being too chummy to make the sale is not...
Entrepreneur August 2003 Brian Tracy	Top Secrets Psst! Think you know everything about sales? Here's the inside scoop on mastering one of the most important skills you'll ever need.
Financial Advisor July 2004 Joel P. Bruckenstein	A Look At Perspective Partners A conventional, but customizable, Web-based approach to portfolio construction.
Registered Rep. May 1, 2006 Anne Field	Staying On Top of It While the market is reaching levels not seen in years, financial advisors have much to be wary about given the steady drumbeat of corporate scandals and complaints.
Entrepreneur August 2006 Asheesh Advani	Friends With Money Looking to raise capital for your new business? Start by approaching the people who know you best.
Investment Advisor October 2006 Black & Bakker	Life Support A reader survey suggests how asset managers can be true partners with investment advisors.
Financial Advisor August 2008 David J. Drucker	Keeping The Lines Open Not enough time in the day to keep in touch with your clients? Try these electronic shortcuts.
CRM December 12, 2014 Bhavin Shah	6 Tips for Converting Leads into Clients Be informed and ask the right questions to establish credibility and trust.
Registered Rep. December 1, 2006 Christopher O'Leary	Saving the Entrepreneur From Himself For financial planners, showing a business owner the value of his company -- the potential lump sum from a sale -- can focus the mind.
Financial Advisor August 2004 David L. Lawrence	Making Practice Efficiency Happen Adopting an office environment that stresses the importance of the client-centered experience is a key to improving your office efficiency and the effectiveness of your financial practice.
Investment Advisor March 2006 Angela Herbers	The Fast Track: Glory Days Financial planners need to decide whether they want stardom or the benefits of a growing firm.
Registered Rep. December 4, 2012 Megan Leonhardt	(No) Experience Necessary When it comes to being a financial advisor, the more experience -- the more years you have on you -- the better, right? Not quite. A new study shows that firms should be cautious when bringing aboard advisors heavy on experience.
Registered Rep. February 1, 2003 Steve Gresham	Are Managed Accounts Right for You? It's nearly impossible to ignore the rallying call for managed accounts. 90% of advisors netting $300,000 or more annually collect some fee revenue, and more than half of them garner at least 25 percent from fees, according to a 2000 survey. Is it time for you to get on board?
Entrepreneur December 2005 Kim T. Gordon	Triple Threat Want to boost your consulting practice in the new year? Power up your sales and marketing programs by following 3 key steps.
Registered Rep. December 21, 2011 Boswell & Nichols	Deeper Prospect Conversations with Linkedin Here are some ways to spark more substantial conversations leveraging LinkedIn information. (Also, don't be afraid to mention LinkedIn. In today's world it's far from taboo!).
Financial Planning September 1, 2008 John J Bowen Jr	Time to Say Goodbye Today's most successful advisors recognize a simple but powerful fact of business: It's better to work with a small number of great clients than to serve a huge base of clients who are only mediocre.
Registered Rep. November 27, 2014 Matt Oechsli	The New Cold Calling? The following is an excerpt from The Indispensable LinkedIn Sales Guide for Financial Advisors that I co-authored with Kevin Nichols.
Financial Planning December 1, 2012 Dave Grant	How to Wow Generation Y Clients Younger consumers have high standards and a different way of doing business. Respect the value they bring - and try some of their ideas.