ClientWise is the premier executive and business coaching firm working exclusively with financial professionals.
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ClientWise is the premier business and executive coaching firm working exclusively with financial professionals.
Upcoming on November 26th, ClientWise will be presenting a complimentary webinar that is devoted to helping financial advisors find new clients. Hosted by Ray Sclafani, this webinar is entitled, “The 6-Step Client Acquisition Process.”
ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.
A while back we asked a group of successful financial advisors this question, “Do you have a distinct and consistent client acquisition strategy?” 86% of the group responded “No” or “Not really”.
From afar, doing business with friends would seem to be a natural client-base and source of referrals for financial advisors. Yet, a significant amount of advisors avoid working with their close personal acquaintances, intentionally or not.
In Daniel Pink’s bestselling new book To Sell is Human, he compellingly makes the case that it’s a brave new world for all of those in the business of persuading, influencing and convincing others, i.e. which is pretty much all of us.
Bill McDermott is now the co-CEO of SAP, the software company. His career arc is fascinating one, and a lesson for financial advisors. From a young age, he was precocious…knowing exactly what he wanted. How he entered the professional work-life is a shining example as to how direct communication can be very, very effective.
When staying connected to prospective clients who are in your pipeline, have you ever used the phrases, “I’m just calling you to stay in touch”, or “I just wanted to check in with you”, or “It’s been awhile since we spoke, and I’m just touching base”?
When it comes to prospecting and cold-calling, there are few stories more compelling (and inspirational) than Ben Feldman. What is equally irrestible is to speculate on what lessons from Ben Feldman can be carried forward today.
Recently, LinkedIn announced a new tool that provides successful financial advisors with even greater connectivity with clients, and potential clients. LinkedIn Contacts lets users collect ALL of their professional contacts in one handy place. Using this as a launching pad, savvy financial advisors can serve up timely marketing messages, more efficiently and effectively.
As business coaches who work with the very best of financial advisors, we do a lot of observing. One observation with respect to client acquisition. For successful financial advisors who excel at finding new clients, there is little gap between intention and action. Psychologists refer to this as the intention-action gap.
As a business coaching firm that works with leading financial advisors to create client acquisition structures that consistently raise $25-100 million in assets each year, we pay a lot of attention to the key elements that contribute to this success.
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