Last Monday

Last Monday

Turning Warm Leads into Meetings

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

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

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

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

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

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

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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