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Best way to attack c-d clients as Jr. Advisor?

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Jun 29, 2016 12:01 am

So heres the situation, 

I've been in the industry for a 1 1/2 years and fell into a pretty good opportunity with a very large producer. His book has gotten to large that he has not been able to service his 'C-D' clients the way they should be (especially with all the new regulations coming into play). So I was brought in with one of my main priorities being to service his bottom quarter of his book, for instance: checking in, getting updates on goals/contact info/ family/ job situations etc.. But most importantly investing built up cash positions, finding new assets, and making recommendations if objectives have changed. 

Additionally, we are agent of record on a bunch of accounts that are held at mutual fund companies. We dont know as much about these clients, but we do have contact information and reaching out to these clients and bringing them over is also a priority. 

I'd like to get some thoughts and comments on how you would approach these calls? Best way to open the conversations? Best practices to position myself? I have sort of gotten a little rhythm going, but I know there are better ways for me to approach these clients. My head FA has given me a lot of freedom and is very good what he does, but i want to refine my approach and get different perspectives. 

I really want to refine my approach and use this as a way to practice my craft.

All responses are appreciated.