After “Yes,” Holding It All Together
Just keeping quiet may put the client in the mood to back out.
6 tactful ways to ask for the order
There's a fine line between pressuring a prospect and tactfully asking for their business.
From Friends to Clients
There's an old saying in business that it isn't what you know, it's who you know. For the purposes of this book, I'd amend that...
Keeping up Appearances
You are advising clients in their fifties. Their most important goal is providing for their approaching and underfunded retirement. But instead of saving, they are...
The Invisible Retired
"Invisible Rich," an article I wrote for Wealth Manager last October, looked at how financial advisors can use the Internet to identify wealthy geographic areas...
The Invisible Rich
Target marketing and prospecting have become a lot easier since the arrival of the Internet. But you might accurately describe the challenges facing advisors using...
In the Know
You are a wealth manager, involved in the community for years. You've done it for all the right reasons. You haven't tried to "run the...