Practice

Referral wrap-up: How to thank your clients for recommending you

(June 2004) As I discussed in the past three columns, a client’s personality makeup can sometimes make it impossible to induce referrals no matter how good a job you do. Getting that initial referral takes a lot of hard work on the advisor’s part, and for most clients, overcoming the natural apprehension about introducing friends […]

By Dan Richards |June 18, 2004

3 min read

Planning and Advice

Timely template letter: A little help with big expenses

(June 2004) Do you have clients who may be planning for a large summer expense but don’t know exactly where the money will come from? Send them this letter to let them know you can be of assistance: Dear [Client’s name], When the warm weather arrives, many of us start to think about home renovations, […]

By Staff |June 9, 2004

2 min read

Planning and Advice

Quintessential communication: How to interact effectively with hearing-impaired clients and prospects

(May 2004) Imagine discussing your retirement plans with your advisor in the middle of an airport runway, in the arena hosting Game 7 of the Stanley Cup finals or in front of the speakers at a rock concert. The noise would be literally deafening, but once you removed yourself from that venue, you could conduct […]

By Geoff Kirbyson |May 21, 2004

4 min read

Planning and Advice

Recipe for success: Bringing insurance and estate planning into the mix

(June 2004) Advisors who have successfully incorporated insurance and estate planning into their practice feel strongly that the holistic approach has helped them to expand their book and attract higher net worth clients. Building a business based on the financial planning process will provide many advantages to an advisor, including: Executing on estate planning 1. […]

By Joanne Ferguson |May 17, 2004

5 min read

Review reminder: Use this checklist to ensure insurance needs aren’t overlooked

(June 2004) When conducting an annual review with your clients, you undoubtedly have plenty of things to talk about — and to be distracted by. To prevent you from neglecting to delve into an insurance or estate planning discussion, use the following review checklist at your next meeting. (For more expert insights and tips on […]

1 min read

Acceptance speech: How to communicate with clients and prospects when accepting referrals

(May 2004) There are two constituencies when accepting referrals: the existing client who provided the referral and the prospective client. When dealing with clients giving referrals, you have three objectives to consider: genuinely thanking them for their confidence, reaffirming their decision to work with you and maximizing the likelihood of future referrals. Contacting existing clients […]

3 min read

Timely template letter: Help clients plan now for a more tax-efficient 2004

(May 2004) Income tax filing season may largely be over for your clients at this point, but the fallout might just be beginning. Plant the seed with your clients that you are willing and able to help them reduce their tax burden for next year’s filing by sending out this introductory letter: Dear [Client’s name], […]

By Staff |May 6, 2004

2 min read

High-value relationships: An advisor’s checklist

The fundamental difference between a high-value relationship and a transactional relationship is what you focus on. In the high-value relationship, the focus is not on the deal but on the people you are dealing with and what is most important to them. Name: Meeting/Call date: Main objective of meeting: Orientation: Shift focus to the client […]

2 min read

High-value relationships: Questioning strategy for clients

Strategy What can happen Questions to use 1. Get the opinion from clients — identify strong ones. Can open the door to their decision-making process. The stronger the opinion, the easier it is to access. What do you think about X? What concerns you about X? How do you feel about X? 2. Find out […]

1 min read

Forget high assets, focus on high-value relationships (includes bonus tools!)

(May 2004) Before you go chasing after elusive millionaire prospects, have you asked yourself if you’ve maximized your existing client relationships? There is definite potential for more within your own book — the key is focusing on richer relationships with your clients and their families. Think about those relationships in your current client base that […]

5 min read