Practice

Taming time (Part 1 of 2): How to prospect and generate referrals efficiently

(July 2004) Top advisors and their team members say that finding time to prospect and generate referrals is one of their biggest challenges. Those who are successful have developed a process to follow which ensures they are maximizing their resources and receiving all the new assets possible. Here are a few “big picture” thoughts and […]

By Joanne Ferguson |July 5, 2004

2 min read

Taming time (Part 2 of 2): Use this tool to organize and track your prospecting activities

(July 2004) Are you generating a flood of referrals through both alternative and traditional means? To take the next step, use the following worksheet (both customizable and printable) to help you organize and track your prospecting activities on a monthly basis. PRIORITIES FOR MONTH _________________________________________ YEAR _________________________ * Write down who you will contact this […]

By Joanne Ferguson |July 5, 2004

1 min read

HNW magnet: Positioning your practice beyond investment advice

What’s the first meeting with you like? What’s the process from there? How much contact will there be throughout the year? Who do they contact with various issues or questions? If you are looking to win over high-end prospects, the wealth management approach is a compelling one. At the very least, it puts you on […]

By Arthur T. Sanchez |June 24, 2004

4 min read

Referral wrap-up: How to thank your clients for recommending you

(June 2004) As I discussed in the past three columns, a client’s personality makeup can sometimes make it impossible to induce referrals no matter how good a job you do. Getting that initial referral takes a lot of hard work on the advisor’s part, and for most clients, overcoming the natural apprehension about introducing friends […]

By Dan Richards |June 18, 2004

3 min read