Planning and Advice

Decorative pattern

Planning and Advice

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 […]

By Joanne Ferguson |April 29, 2004

1 min read

Decorative pattern

Planning and Advice

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 […]

By Joanne Ferguson |April 29, 2004

5 min read

Decorative pattern

Planning and Advice

Formula for success: Increased client contact equals increased business

faxes faxes postcards (to customize, try a service like www.amazingmail.com) mailers testimonial letters free reports This list excludes public relations, which I consider to be separate from typical marketing contacts. 2. Be repetitive. Variety also means that repetition becomes a factor in your marketing — and that’s a good thing. Marketing 101 says it takes […]

By Martin R. Baird |April 21, 2004

5 min read

Decorative pattern

Planning and Advice

Client contact: A method to the madness

(April 2004) It seems that after every RRSP season comes to a close, the familiar refrain among financial advisors is, “Next year, I’ll do it differently.” Translated, that means that rather than squeezing a year’s worth of client contact into eight weeks, advisors want to feel more in control of the process, they want to […]

By Julie Littlechild |April 8, 2004

2 min read