Small talk is something we all do. We do it to be polite and connect with others. It get’s the conversation going and helps both parties feel at ease before diving into business. Some of us dread it. Some of us thrive on it.
A recent post-game interview with Drew Brees, quarterback of the New Orleans Saints, offers some excellent insights on relationship management. Not a football fan? Stick with us. These lessons apply to everyone. The way in which you support, praise and share credit can affect your relationships with clients, centers-of-influence and team members.
The days of trying to separate business and pleasure are over. If your goal is to drive new business through relationship marketing tactics, the core of your strategy must be social relationships – essentially creating social glue. This is your marketing’s V8 engine with 500 horsepower.
There’s been much frustration in the world of strategic alliances with COIs. We hear it all the time in our new advisor webinar series. Why are we still talking about it? Our research continually shows that strategic alliances are one of the most effective client acquisition strategies.
Retiring, getting laid off, selling a business or other similar events are major transitional periods that have financial implications. Here is a three-stage approach to transitioning everyday conversations into business opportunities using (super) soft sales skills.
Ask any advisor what differentiates them and you'll likely hear the word "service" multiple times. The industry has gone through a tremendous amount of training on high level service and there are some excellent service providers out there. Here are the top 10 ideas to help elevate your service.
Ask any advisor what differentiates them and you'll likely hear the word "service" multiple times. The industry has gone through a tremendous amount of training on high level service and there are some excellent service providers out there. Here are ideas to help elevate your service.
Our studies have shown that word-of-mouth is the lifeblood of a financial services practice – whether you’ve been in the business for five months or 25 years – but the strategy for leveraging word-of-mouth does change based on your tenure.
The sad reality is that very few veteran advisors are capable of serving as mentors in today’s environment. They are not bringing in new affluent clients as they lack the requisite marketing discipline and the sales skills.
There are endless closing techniques. The assumptive close, the reverse close, the yes-man close (series of “yes” questions), etc. We’re sure you’ve heard them all. But most are outdated, transparent to the prospect and quite frankly - reek of the proverbial salesman.
There are only so many ways to build a financial practice. This is a business that’s built on word-of-mouth influence. The key is to master the activities, early in your career, that help you meet affluent people, develop rapport, and put them into your pipeline.
Think through your current CPA alliance partners. Are there any that have potential, but aren’t sending you referrals right now? You may consider the following strategy for regrouping with these professionals...
Many advisors dream of transitioning their business, but fear of the unknown can often leave those dreams on the backburner. With this webinar, you can improve your odds of making the right decisions by learning firsthand from the experience of others....More
Despite recent political clashes and economic headwinds, our company-by-company global research efforts are uncovering long-term emerging markets opportunities. Join us for a look behind the headlines to gain a ground-level investment view with Noriko Chen, a portfolio manager for the American Funds Developing World Growth and Income FundSM, and Christopher Ryder, a Capital Group equity investment specialist....More
As an advisor, you have likely built a business of substantial value. Unlike other businesses, your most valuable asset is the relationship you've built with your clients, which commands time and commitment to ensure a successful transition near the end of your career....More