Practice

High-value relationships: An advisor’s checklist

The fundamental difference between a high-value relationship and a transactional relationship is what you focus on. In the high-value relationship, the focus is not on the deal but on the people you are dealing with and what is most important to them. Name: Meeting/Call date: Main objective of meeting: Orientation: Shift focus to the client […]

By Joanne Ferguson |April 29, 2004

2 min read

High-value relationships: Questioning strategy for clients

Strategy What can happen Questions to use 1. Get the opinion from clients — identify strong ones. Can open the door to their decision-making process. The stronger the opinion, the easier it is to access. What do you think about X? What concerns you about X? How do you feel about X? 2. Find out […]

By Joanne Ferguson |April 29, 2004

1 min read

Forget high assets, focus on high-value relationships (includes bonus tools!)

(May 2004) Before you go chasing after elusive millionaire prospects, have you asked yourself if you’ve maximized your existing client relationships? There is definite potential for more within your own book — the key is focusing on richer relationships with your clients and their families. Think about those relationships in your current client base that […]

By Joanne Ferguson |April 29, 2004

5 min read

Formula for success: Increased client contact equals increased business

faxes postcards (to customize, try a service like www.amazingmail.com) mailers testimonial letters free reports This list excludes public relations, which I consider to be separate from typical marketing contacts. 2. Be repetitive. Variety also means that repetition becomes a factor in your marketing — and that’s a good thing. Marketing 101 says it takes eight […]

By Martin R. Baird |April 21, 2004

5 min read