Last Monday

Last Monday

Turning Warm Leads into Meetings

dan-r
My Practice
by Dan Richards, ClientInsights.ca Most advisors tell me that once they meet with prospects, they have an excellent success rate converting those prospects into clients. That’s why I ...
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How to Follow up with Prospects Without Feeling Like a Pest

danrichards
Dan Richards
In last Monday’s article, I talked about how client development has changed from an event in the 1980s and 1990s to a process today, and the critical importance ...
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The Information Sources That Persuade Clients

danrichards
Dan Richards
The information sources that persuade clients In last Monday’s article, I made the case that today’s investors want more frequent, shorter contact. That means advisors should schedule regular ...
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More Reasons You Don’t Get Referrals

danrichards
Dan Richards
[Last] Monday’s article talked about three flaws in advisor thinking about referrals – here are four more misconceptions that stand in the way of referrals. Misconception 4: It’s ...
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Two Compelling Articles to Send Clients

danrichards
Dan Richards
“I’m a huge bull on this country … we won’t have a double dip recession. I see our businesses coming back almost across the board.”  ….Warren Buffett, Berkshire ...
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Business planning for 2009: More lessons from a trek up Kilimanjaro

dan-r
Uncategorized
Many advisors are using the holiday break to reflect on their business.In two columns last fall, I detailed ten lessons from a 2004 trek up Mount Kilimanjaro that ...
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Talking to Prospects – Making Your Message Memorable

danrichards
Dan Richards
Last Monday’s email focused on crafting a 10 second elevator speech to summarize how investors benefit from working with you. Today’s article moves to the next step. Suppose ...
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