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Theodore Kurtz

Theodore’s Recent activity

Building Bridges and Fences, Part II
Dec 01, 2001
In his poem, Mending Wall, Robert Frost wrote, Good fences make good neighbors. By that Frost means that good relationships require clear boundaries. The same can be said of your relationships with clients. If you...
Building Bridges and Fences, Part I
Nov 01, 2001
Brokers are in the business of building bridges and building fences. Your success and longevity is directly related to your skill in these two vital construction projects. The following is a look at the tasks and...
Hand-holding, Part II
Oct 01, 2001
If you make hand-holding calls to clients who do not need them, you're taking a risk. Initially, these clients will be puzzled as to why you have called to hold their hand when they are not frightened or in need of...
Hand-holding, Part I
Sep 01, 2001
Anxiety is at the core of the hand-holding call. But the question is whose anxiety, the client's or the broker's? During periods of market volatility and market sell-offs, many brokers reach for the phone to comfort...