Don’t Let Clients’ Concerns Escalate: Tackle Issues Head on

Don’t Let Clients’ Concerns Escalate - Tackle Issues Head on

Meeting your clients’ expectations is the least you can do – it’s simply part of your job – so don’t expect to get a pat on the back for it. If you want to retain clients for the long term, you need to step up your level of service way beyond this and be more proactive than other advisors. Offer your clients a heroic standard of service by taking ownership of their problems before they become detrimental to your business.

Here are four ways to ensure you keep things on track.

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6 Steps to Help Create Urgency with Prospects

6 Steps to Help Create Urgency with Prospects

Creating urgency with prospects is a crucial yet often overwhelming obstacle for many advisors. The problem is how to get prospects to act, rather than deliberate and how to react when a prospect says ‘I’ll get back to you’ or ‘I need to think about it’. It’s essential to have a strategy in place for getting prospects off the fence – otherwise your business will go nowhere. Here are some practical ways you can help initiate this process.

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Why Is Online Reputation Important for Your Success as a Financial Advisor

Why Is Online Reputation Important for Your Success as a Financial Advisor

As Don Connelly always says, only three things must take place for you to get a new client: that person must like you, trust you and think you are smart. But how could prospects like you, trust you and think you are smart if they never met you? How do you come across as likeable, trustworthy and smart if you have no prior relationship with them?

The answer lies in your online reputation.

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How to Get More Referrals

How to Get More Referrals

Referrals are integral to growing your business. They are one of the most profitable sources of new clients. So asking for referrals is a priority – even if the thought of doing so fills you with trepidation.

In order to get more referrals be selective where you focus your energy. Determine the right time to ask your clients and try these different approaches in order to make asking for referrals more natural – and more productive.

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Differentiate Yourself by Seeing Things from Your Clients’ Point of View

Differentiate Yourself by Seeing Things from Your Clients’ Point of View

Differentiation is one of the biggest challenges financial advisors face. Clients expect you to have solid products, fair prices and a certain measure of performance as standard. But simply having the right credentials won’t demonstrate to them why you are uniquely placed to help them achieve their dreams and goals. If you really want to stand out from the competition you need to fulfill their expectations on another level. Among other attributes, you need to have empathy; the ability to see things from your clients’ point of view.

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How Much Value Do You Bring as a Financial Advisor?

How Much Value Do You Bring as a Financial Advisor

What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.

When selecting an Advisor, three things are of value to a prospective client.

That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.

Prospective clients generally are not looking for more information.

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Why Storytelling Should Be an Integral Part of Any Advisor’s Selling Strategy

Why Storytelling Should Be an Integral Part of Any Advisor’s Selling Strategy

As a Financial Advisor, it’s your job to influence and persuade. In order to buy from you people must like you, trust you and understand what it is you’re offering them. When a hot prospect walks away it’s usually because they didn’t ‘get’ what it was you were selling them. And no one buys what they don’t understand.

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