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ClientWise is the premier business and executive coaching firm working exclusively with financial professionals.
We all know how critical and impactful first impressions are. The first few moments of a conversation reveal a lot about the person you are talking to, through their voice, their body language, and how they interact with you. The same is true of your first few conversations with clients, which offer critical moments for you to learn about them, establish your expertise and the benefit you provide, and lay the foundation for a relationship moving forward.
ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.
The financial services industry is in the midst of some incredible changes as the baby boomer generation heads into retirement and millennials become an important target market for flourishing financial advisory practices. For financial advisors who want to maximize on the opportunity presented with this change, we’ve provided some tips on client acquisition below. The first three points are crucial in any era, but the last three will help you get the most out of the current climate.
All prospects are not created equal. By segmenting prospective clients by means of their dissatisfaction levels and willingness to change, financial advisors can greatly enhance the flow of prospects through their pipeline.
For financial advisors looking to initiate a relationship with a prospective client, the real competitor is the status quo. It is not any other company, organization, or individual. It is the status quo of the prospect, i.e. what the prospect is doing right now.
With the short month, bad weather, and general busy-ness of February...you may have missed some of our more popular blog posts.
If the sales process for financial advisors is like the dating process, than breakup emails are a disruptive tool that is intended to trigger an emotional reaction (and response) from the object of your affection.
We see a large number of financial advisors who struggle with whether or not to establish an account minimum for their clients. Yet, a recent study that we undertook reveals a striking result. Financial advisors who diligently adhere to a minimum account size report 122% more assets on average per team member, than those who do not.
As a coaching company that serves successful financial advisors, one of our observations is that client onboarding is critical for successful financial advisors and teams. Indeed, client onboarding is emerging as a major focal point for financial advisors who want to establish themselves as “best-in-class.”
Within the panorama of the client lifecycle, client onboarding provides the first impression of the depth and breadth of a financial advisor’s level of service. Winning new clients and retaining existing clients can be challenging in the best of times. However, providing a differentiated client service experience can be the key to the advisor’s ability to survive and thrive in all environments and markets.
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.”
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