 Avoidable
Errors for Advisors
Ed Morrow, CLU, ChFC, CFP, RFC
Clients are the lifeblood of the financial advisor. Effective
practice starts with their acquisition, continues with their retention,
and concludes with the orderly transition of the client relationship
to successor family members.
SRO-Wannabe
Endangers All Financial Planners & the Profession
Paul M. League, QFP, CFP®
Financial Planning, as a profession, began with laudable
intentions and standards founded on integrity. However, the process
of becoming a Financial Planner is being seriously compromised. If
planners are interested in preventing destruction of their careers
and of the profession itself, they need to understand the root cause
of the problem.
 Focus,
Narrow Your View of the World for Highly Targeted Marketing
by Martin R. Baird
I've been receiving calls lately from financial advisors
who wanted to talk about their marketing efforts and they all had
one thing in common – a problem with target marketing.
The
Hidden Costs of PowerPoint Sales Presentations
Dave Paradi, MBA
Increasingly, it is a requirement
to prepare and deliver a PowerPoint presentation at least once during
the sales cycle, sometimes many times to different audiences. The
benefits of using a visual presentation are many - showing how the
product or service works, photos of successful installations of the
product, and video and audio testimonials from satisfied customers.
But have you considered how much a presentation like this really
costs?
 "I
have a hunch…"
Charli Williams
For almost two decades I have been working with
successful business professionals in the financial services industry.
In all that time, absolutely every one of my clients has told me about
their hunches, intuition, guardian angels, or their "gut"
reactions.
|
|
|
 |
 At
Your Service:
The
Ten Commandments of Great Customer Service!
Susan Friedmann, CSP
Customer service is an integral part
of our job and should not be seen as an extension of it. A company's
most vital asset is its customers. Without them, we would not and
could not exist in business. When you satisfy our customers, they
not only help us grow by continuing to do business with you, but
recommend you to friends and associates.
What
You Should Know About Ghostwriters
Barbara Munson
Becoming an author is one of the most satisfying experiences you
can have. No matter what the topic-from stock options to financial
planning tips to your personal life story-your book is your legacy
to the world, a permanent expression of you and your ideas.
 Warm
Calls That Heat Up Your Business
by Bill Bachrach, CSP
You already know cold calling is a lot like sewage; it stinks and
people will actually go out of their way to avoid it. For some advisors,
warm calling isn't all that much more appetizing. But it can be
enjoyable and productive for everyone involved if you follow these
guidelines.
Motivating
People: Why it doesn't work
Michael J. Beck
A topic that I'm often asked about is how to motivate people.
Managers are always looking for ways to improve the attitude and
performance of their people. My clients will tell often me about
how they've met and worked with each of their people to get them
to improve their performance but can't seem to make a difference.
 How
Can You Improve Your Listening Skills?
Bill Brooks
People who talk themselves out of sales do a vast majority of the
talking and a minority of the listening. But people who use their
brains instead of their mouths do a vast majority of the listening
and a minority of the talking during the Probe step.
|
|
