By Dan Richards
Recently, I talked to three advisors who have had significant success bringing in new clients this year.
They have different approaches, book sizes, length of time in the business - and are located in three different cities.
Despite this, some consistent themes emerged. Here are three things that came out of our conversations.
You don’t win [...]
Dan Richards, President, Strategic Imperatives
Founder and President of Strategic Imperatives, Dan Richards ranks among today’s leading authorities on strategies for financial institutions and financial advisors to attract high net worth clients and build deeper client relationships.
Dan is particularly recognized for his pioneering research with affluent investors and has delivered talks to financial advisors throughout Canada, the United States, Europe, Australia and Southeast Asia.
For almost twenty years, Dan has written monthly columns in top industry publications in Canada and the United States; in 2003, one of his columns was nominated for a National Magazine Award.
His best selling book “Getting Clients Keeping Clients: The Essential Guide for Tomorrow’s Financial Advisor” was recognized by the leading American association for financial advisors as the best resource on client communication.
Dan holds an MBA from the Harvard Business School and is an award winning faculty member in the MBA program at the Rotman School of the University of Toronto.
Three tips on successful prospecting
Thursday, November 26th, 2009
Posted in Coaches Corner |
Approaching people you know about working together
Friday, November 6th, 2009
Most advisors can identify people they know socially who they’d like as clients - for example long standing friends from university, other members at a golf club you belong to or people you’ve met through a community organization.
The challenge is how to introduce this topic without putting either you or your friends under pressure or [...]
Posted in General |
