Morphius:

[quote=wind3574]I don’t give a sht your definition. Not an active client, but a client. The guy is gone most of the year and i’ve talked to him a few times in 6 months, not trying to sell him anything, or push anything so STFU. I’m just asking for a way to help bring down his wall and build a better relationship with the guy. So unless you have GOOD advice on that, f** you.[/quote]
With that winning attitude showing through once again I’m really baffled as to why more of us aren’t fighting one another for the honor of sharing our experience and advice with you.   It truly must be one of those mysteries of life.  

  The funny thing is I actually thought I was giving a piece of good advice.  Oh well, his loss.

I apologize for being snide, Wind.   Here's my advice, Windy.  Until I know more about how you acquired this customer, his goals, his needs, etc., I suggest you continue to sell him munis.  So far, you're selling him what he wants, which is good.  What I would suggest is to ask him what he's looking to accomplish by buying munis.  You'd be suprised how often when you dig a little deeper, what he wants can be accomplished a lot more effectively with another product.  THIS is how you add value and prove your worth.  Or, munis may be exactly the product he needs and you solidify your position as his "muni guy".  Or, just ask him what it would take to earn more of his business besides munis.  Couldn't hurt.   Another suggestion?  Partner with a senior FA you're comfortable with, and watch them work their magic.  I can tell you from experience that having someone with more experience beside you (even if you give up a little comp) will go a long way to closing this guy a lot quicker.    Finally, here is a personal observation.  If you're this wound up by the comments of random people on a message board, god only knows how you are in person with prospects and clients.  I meant what I said when I mentioned you could do a lot better by not being argumentative and letting the client talk.  You would be amazed how much you can learn just by shutting the hell up.  You man be talking during these meetings with prospects without knowing it - believe me, I've been there lots.    I hope this all helps.  If it was, I'm happy to help going foward provided you turn down the aggro crap.  If it doesn't help, I'm done with you and I would suggest to others reading this NOT to help you anymore.     

[quote=deekay]

I apologize for being snide, Wind.   Here's my advice, Windy.  Until I know more about how you acquired this customer, his goals, his needs, etc., I suggest you continue to sell him munis.  So far, you're selling him what he wants, which is good.  What I would suggest is to ask him what he's looking to accomplish by buying munis.  You'd be suprised how often when you dig a little deeper, what he wants can be accomplished a lot more effectively with another product.  THIS is how you add value and prove your worth.  Or, munis may be exactly the product he needs and you solidify your position as his "muni guy".  Or, just ask him what it would take to earn more of his business besides munis.  Couldn't hurt.   Another suggestion?  Partner with a senior FA you're comfortable with, and watch them work their magic.  I can tell you from experience that having someone with more experience beside you (even if you give up a little comp) will go a long way to closing this guy a lot quicker.    Finally, here is a personal observation.  If you're this wound up by the comments of random people on a message board, god only knows how you are in person with prospects and clients.  I meant what I said when I mentioned you could do a lot better by not being argumentative and letting the client talk.  You would be amazed how much you can learn just by shutting the hell up.  You man be talking during these meetings with prospects without knowing it - believe me, I've been there lots.    I hope this all helps.  If it was, I'm happy to help going foward provided you turn down the aggro crap.  If it doesn't help, I'm done with you and I would suggest to others reading this NOT to help you anymore.     [/quote]

People only get this upset over one client when they are desperate for business and they're selling crap that noone wants to buy.

[quote=wind3574] [quote=Alice Cooper]
[quote=deekay]

I apologize for being snide, Wind.
 
Here's my advice, Windy.  Until I know more about how you acquired this customer, his goals, his needs, etc., I suggest you continue to sell him munis.  So far, you're selling him what he wants, which is good.  What I would suggest is to ask him what he's looking to accomplish by buying munis.  You'd be suprised how often when you dig a little deeper, what he wants can be accomplished a lot more effectively with another product.  THIS is how you add value and prove your worth.  Or, munis may be exactly the product he needs and you solidify your position as his "muni guy".  Or, just ask him what it would take to earn more of his business besides munis.  Couldn't hurt.
 
Another suggestion?  Partner with a senior FA you're comfortable with, and watch them work their magic.  I can tell you from experience that having someone with more experience beside you (even if you give up a little comp) will go a long way to closing this guy a lot quicker. 
 
Finally, here is a personal observation.  If you're this wound up by the comments of random people on a message board, god only knows how you are in person with prospects and clients.  I meant what I said when I mentioned you could do a lot better by not being argumentative and letting the client talk.  You would be amazed how much you can learn just by shutting the hell up.  You man be talking during these meetings with prospects without knowing it - believe me, I've been there lots. 
 
I hope this all helps.  If it was, I'm happy to help going foward provided you turn down the aggro crap.  If it doesn't help, I'm done with you and I would suggest to others reading this NOT to help you anymore. 
 
 [/quote]People only get this upset over one client when they are desperate for business and they're selling crap that noone wants to buy. [/quote]

Ya...thats it.....my paycheck says differently....


Thanks for the decent reply Deekay.....and it took 7 pages for someone to tell me to STFU....because the first 4 were good info.....then here come the vultures....[/quote]   See, that's just it.  Maybe it's because I'm used to Alice's personality, but I agree with him here.  His demeanor is a bit harsh, but if you read between the lines, there is a good nugget of advice:  Those with full pipelines don't have the time or patience to deal with a customer/client like this.    It's real simple (thought maybe not easy) - ask your client what he wants AND SHUT THE FUUCK UP.  If you're not willing to do that, find another person to do business with.

[quote=deekay][quote=wind3574] [quote=Alice Cooper]
[quote=deekay]

I apologize for being snide, Wind.
 
Here's my advice, Windy.  Until I know more about how you acquired this customer, his goals, his needs, etc., I suggest you continue to sell him munis.  So far, you're selling him what he wants, which is good.  What I would suggest is to ask him what he's looking to accomplish by buying munis.  You'd be suprised how often when you dig a little deeper, what he wants can be accomplished a lot more effectively with another product.  THIS is how you add value and prove your worth.  Or, munis may be exactly the product he needs and you solidify your position as his "muni guy".  Or, just ask him what it would take to earn more of his business besides munis.  Couldn't hurt.
 
Another suggestion?  Partner with a senior FA you're comfortable with, and watch them work their magic.  I can tell you from experience that having someone with more experience beside you (even if you give up a little comp) will go a long way to closing this guy a lot quicker. 
 
Finally, here is a personal observation.  If you're this wound up by the comments of random people on a message board, god only knows how you are in person with prospects and clients.  I meant what I said when I mentioned you could do a lot better by not being argumentative and letting the client talk.  You would be amazed how much you can learn just by shutting the hell up.  You man be talking during these meetings with prospects without knowing it - believe me, I've been there lots. 
 
I hope this all helps.  If it was, I'm happy to help going foward provided you turn down the aggro crap.  If it doesn't help, I'm done with you and I would suggest to others reading this NOT to help you anymore. 
 
 [/quote]People only get this upset over one client when they are desperate for business and they're selling crap that noone wants to buy. [/quote]

Ya...thats it.....my paycheck says differently....


Thanks for the decent reply Deekay.....and it took 7 pages for someone to tell me to STFU....because the first 4 were good info.....then here come the vultures....[/quote]   See, that's just it.  Maybe it's because I'm used to Alice's personality, but I agree with him here.  His demeanor is a bit harsh, but if you read between the lines, there is a good nugget of advice:  Those with full pipelines don't have the time or patience to deal with a customer/client like this.    It's real simple (thought maybe not easy) - ask your client what he wants AND SHUT THE FUUCK UP.  If you're not willing to do that, find another person to do business with. [/quote]   When you are new like Wind you try and convince/close every prospect.  It feels like you have to, only when you get a little longer in the tooth do you realize that you don't need everyone to be your client.   

[quote=BondGuy]The posts about fund selection have it exactly right.  Allocation determines performance, not individual investment selection. For example; in an up equity market even the poorest performing equity funds will outperform non equity funds. To benefit one must be invested in equity funds.

  Points I make when up against Vanguard/no load:   1. Investment allocation determines performance. Vanguard has over 100 funds covering the investment allocation universe. Mr. Prospect, out of those 100 funds, do you know which ones to choose?   2. All companies have a choice. They can be the quality provider or the low cost provider. Vanguard has chosen to be the low cost provider.   3. To be the low price provider Vanguard has to control its costs. One of their biggest costs is people. Specifically managers to run their funds. Did you know that roughly ten years ago almost 1/3 of their managers quit when Vanguard refused to up their pay? How important are mangers? They are the ones who make all the investment decisions. Without them there are no funds.   4. And on that count let's talk about managers. How does one become a manager? These are people who go to college, then to business school and then take  jobs as a junior analyst with  major financial firms. That's a fancy title for gopher. But they get a chance to prove themselves and move into the big money positions as senior analyst, co- managers and then fund manager. When these people graduate they have a choice to make. The best and the brightest from the best schools can choose between the firms that pay the most money and have the best career path. The rest? well they go to low paying Vanguard. Mr. Prospect, do you want your money manged by the best and brightest or the people who couldn't get a job anywhere else on Wall Street??   5. Do you know who John Bogle is? John Bogle is the founder of Vanguard. He is a brilliant businessman who became rich by convincing folks like you that you can do it yourself. He did this by reducing investing to one question- how much does it cost? John Bogle would like everyone to think he's a frugal guy. About ten-fifteen years ago John Bogle needed a heart transplant. Let me ask you this Mr. prospect: As Mr. Bogle went through that process do you think he asked about cost? Do you think he took the lowest priced surgeon? And if not why not? Of course he didn't shop price. He wanted the best and the brightest. The point is you get what you pay for. The best and brightest are good enough for him, but not for you.
6. On that point let's say doing it yourself you could out perform the best minds on Wall Street. Guys like Bogle make it sound easy. But i assure you easy it's not. You could get lucky for a year or two but consistantly beating the street at what they are educated to do and do on a full time basis, that would be difficult. But let's say you can do it. The question is: How many hours a day, a week, per year would you have to devote  to beat the best at what they do full time? And would it be worth it? Most people do the math and say no it's not worth the time. It's better to spend that time doing what you do best and paying us to do what we do best. You use your time to make the money and we use ours to manage it. What do you think?[/quote]

I used #3,5 yesterday Bondguy.  Worked like a charm .. thanks!