Planning and Advice

Acceptance speech: How to communicate with clients and prospects when accepting referrals

(May 2004) There are two constituencies when accepting referrals: the existing client who provided the referral and the prospective client. When dealing with clients giving referrals, you have three objectives to consider: genuinely thanking them for their confidence, reaffirming their decision to work with you and maximizing the likelihood of future referrals. Contacting existing clients […]

By Dan Richards |May 13, 2004

3 min read

Timely template letter: Help clients plan now for a more tax-efficient 2004

(May 2004) Income tax filing season may largely be over for your clients at this point, but the fallout might just be beginning. Plant the seed with your clients that you are willing and able to help them reduce their tax burden for next year’s filing by sending out this introductory letter: Dear [Client’s name], […]

By Staff |May 6, 2004

2 min read

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