Getting clients, keeping clients : the essential guide for tomorrow's financial advisor /
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York ; Chichester :
Wiley,
c2000.
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| Series: | Wiley financial advisor series
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| Subjects: | |
| Online Access: | Table of Contents Publisher description Contributor biographical information |
Table of Contents:
- Machine derived contents note: The Changing Environment.
- Understanding the Evolving Consumer.
- Strategies That Attract Clients Today.
- Getting Clients.
- Making the Initial Contact.
- Operating from the Client's 99.
- Building Trust.
- Practicing the Banker's Rule.
- Borrowing Trust.
- Using the Media.
- The Two-Minute Rule.
- The Elements of a Pre-Meeting Package.
- Gaining Trust Through Profile.
- Earning Trust Through Patience.
- Organizing Prospect Development Activity.
- Patience and Mega-Prospects.
- Client Referrals: What to Avoid.
- Maximizing Client Referrals.
- Doing Business with People You Know.
- Creating the Motivation to Meet.
- Closing the Sale.
- Prospecting Through Trade Shows.
- Running Effective Seminars.
- Developing Professional Referrals.
- How to Differentiate Yourself.
- The Move to Target Marketing.
- Selecting a Target Market.
- Beginning Target Marketing.
- Building a Target Market.
- Keeping Clients.
- Providing Value to Your Clients.
- Listening.
- Achieving Client Ecstasy.
- Achieving Minimum Standards.
- Positioning Yourself as an Adviser.
- Feedback.
- Practicing the SOS Principle.
- Breaking Through the Clutter.
- Making Clients Feel Special.
- Blow-Away Service Experiences.
- Doing Well by Doing Good.
- Implementing.
- Leveraging Your Time.
- Planning for Success.
- Running an Efficient Practice.
- Index.