How can financial advisors improve their prospecting strategies to convert leads into actual clients? Latest wealth prospecting strategies for your practice.
You’ve worked hard to get a prospect in your office. You’ve gathered the appropriate documents, assessed their situation, and discussed your recommendations. Everything seems to be headed in the right direction, but the...
It’s hard to bring in new clients—it’s even harder to lose them (emotionally at least). In Episode 36 of The Stephen and Kevin Show, we explore 10 signs that your clients may be seeing someone else. ...
The Olympics in Rio are right around the corner. In our latest episode, we offer some clever ideas to maximize these historic games with both clients and prospects...
Broaching business conversations with social contacts is tricky. Few would refute this statement. Our research on advisors who prospect socially reveals that their biggest fear is “coming across salesy.” This is...
During up-markets, things are generally good for clients. There’s less chance for advisors to show their full value and little motivation for anyone’s clients to switch to someone new. We see organic growth rates drop, and many advisors line up...
Before the internet, smartphones, and the social media worlds of Facebook, Twitter and LinkedIn, the world of advising was a much different place. Product pitching, uncompromising work ethic, hard sales and then even harder sales served as the...
MIAMI — “The other night I was at a wine bar with a friend when I ran into someone from my MBA program who I hadn’t seen in years,” commented Stephen, as he attempted to put his thoughts into context. “I...
When done correctly, story telling can be a highly effective way to connect with prospects. Stories go beyond pitching features and benefits. Instead, they help us connect emotionally with prospects and build trust through transparency...
