Prospecting

Industry

Becoming the family advisor

Building your business within an extended family structure is an excellent way to add long-term depth to your book.

By Bryce Sanders |April 22, 2013

2 min read

Planning and Advice

3 ways to help Gen Y

How do you convince millenials they need advisors?

By Caroline Hanna |April 15, 2013

2 min read

Industry

Sharpen your prospecting skills

Reeling in new clients is always top-of-mind, and every advantage counts. How good are you at the timeless art of prospecting?

By Staff |April 10, 2013

2 min read

Planning and Advice

How to stand out

Most advisors offer the same core services. How do you make what you do stand out?

By Bryce Sanders |April 10, 2013

3 min read

Industry

Prospecting your ‘B’ and ‘C’ books

Most advisors have 'B' and 'C' books. If you’re a sole practitioner these are clients who don’t do much business. They may be reassigned or inherited accounts. If you’re in a team structure they might be your partner’s small and rarely contacted clients.

By Bryce Sanders |April 8, 2013

3 min read

Industry

Send prospects the right signals

Day-to-day scenarios offer opportunities to showcase your op-notch services.

By Bryce Sanders |April 1, 2013

3 min read

Industry

7 ways to demonstrate your value

When the market soars, clients think anyone could do your job. So show them why you matter.

By Bryce Sanders |March 25, 2013

2 min read

Industry

Prevent competitors from scooping your clients

You’re meeting a prospect over coffee and presenting compelling reasons she should leave her advisor and transfer her account to you. In the next booth your competitor is having a similar conversation with your best client, asking him to jump ship.

By Bryce Sanders |March 18, 2013

3 min read

Planning and Advice

Attract other people’s satisfied clients

Just because someone is happy with his current advisor doesn’t mean you can’t win him over.

By Bryce Sanders |February 25, 2013

3 min read

Planning and Advice

Use alumni organizations to win prospects

Alumni associations offer a great opportunity to get close to high-net-worth prospects. A British technology firm mapping connections among senior executives explains: “When investment bankers cultivate prospects the initial contact is usually made though the university connection.”

By Bryce Sanders |February 19, 2013

3 min read

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