Become a storyteller. Prospects don’t turn into new clients unless you can explain things in a simple and interesting fashion. Consider using a story to explain the advisor-client relationship.

Set clear goals. One way to have clear goals is to create a goal board. Cut out pictures from magazines of some of the things you want to accomplish and pin them to the poster board. Another way to realize your goals is to sit down each night and write down the six most important things to do for the next day.

Create a good client experience. The client experience is everything. Start with a welcoming front lobby, maybe with framed pictures of actual clients at a party or seminar. Paint your office in relaxing colors, and keep pictures of family along with important documents and licenses. Make it senior-friendly by keeping fresh flowers in a vase, nice coffee mugs, and a cookie or candy jar. Play soft music from the 40s or 50s. After you meet with a client, send them a thank you note just for coming to see you.

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