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Successfully position yourself as more than just an “Investment Advisor”
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Implement financial planning strategies in stages (i.e. segmented financial planning) to evolve as your clients’ needs change
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Experience client engagement and advocacy early in the relationship
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Have a system to track all new client activities
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Be confident and in control leading the relationship with a pro-active approach
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Have prospects better understand what you do and who you are best suited to work with
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Set the stage for fit.
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Have your prospects tell you AND OTHERS how impressed they are with this process
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Provide new clients with the information necessary to ensure they are can determine if there is a fit
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Gather the information necessary about the client to ensure you can determine if there is a fit for the financial planning products and solutions you provide (and if not, determine which services would be appropriate and make introductions to another financial representative accordingly
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Continue to demonstrate you have a process for bringing on new clients
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Introduce the new client to your Introduction Process (how to introduce or recommend others to you)
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Gather as much financial information as required to begin formulating professional, suitable recommendations to be presented in the next phase of Implementation
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Continue to demonstrate you have a process for bringing on new clients;
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Reinforce who you are and what you do, as well as, remind your new clients about your Introduction Process
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Present your recommendations and move forward with implementation.
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For those who continue to want to exceed new client expectations.
