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Financial Advisor July 2004 Leo Pusateri	Delivering Your Value How financial advisors can earn the right to the value connection.
AFP eWire March 18, 2015 Michael J. Rosen	3 Mistakes You Make When You Meet Prospects If you're like most fundraising professionals, you make three costly mistakes whenever you meet with prospects and donors.
Financial Planning September 1, 2012 William Ainson	13 Steps to Avoid Fumbling Your First Meeting With A Prospect Whether you are relatively new to the planning business or have been in the profession for decades, odds are you have lost potential clients as a result of mistakes made at a first meeting.
AFP eWire June 19, 2013	Harnessing Your "Asking Style" with the Queen of the Asking Style System Are you a Mission Controller, Go-Getter, Rainmaker or Kindred Spirit? Andrea Kihlstedt, creator of the Asking Styles system, helps you find your inner "asker," and challenges you to channel your style to excel in "the ask."
Registered Rep. February 28, 2014 Anne Field	Reading a Client's "Tell" Prospects, clients, employees, even you -- everyone has his or her own particular personality style. Understand what makes them tick and you can build strong relationships quickly.
Financial Planning December 1, 2008 Scott Schutte	Setting Yourself Apart The wave of retiring baby boomers in the coming years will pave the way for advisors who wish to move away from traditional investment management and focus on specialized financial planning and wealth management services.
On Wall Street December 1, 2009 Denise Federer	Fostering Financial Resiliency in Your Clients The ultimate challenge facing financial advisors is how to guide clients to manage their anxieties, move forward and take the necessary steps to ensure their financial futures.
Financial Planning May 1, 2011 Karen C. Altfest	Presumed Guilty Even if we think we've been successful for a long time, we never can stop presenting our credentials and accomplishments, and demonstrating our stability to those who are new. As you sit in prison, Bernie Madoff, thanks for the reminder.
Financial Advisor April 2005 Leo J. Pusateri	Responding To Value Challenges How well a financial advisor handles a value challenge will, in many cases, determine whether he or she earns the right to manage a client's or prospect's wealth.
Financial Advisor September 2004 Leo J. Pusateri	Delivering Your Value: The Value Mindset Skill Model Five steps for financial advisors to properly begin the client dialogue, demonstrate a leadership position by directing the flow of the converstaion, and initiate a meeting with a mindset of value.
Entrepreneur February 2005 Barry Farber	Right on Target Hit the mark with prospective customers by learning how to find their hot buttons. Here are four "hot button" tips.
Financial Advisor August 2007 Brigid O'Connor	First Impressions Financial advisors require solid business presentation skills to secure new clients. The initial consultation is simultaneously a vital marketing tool and a challenging obstacle to success.
Registered Rep. July 5, 2012 Anne Field	Central Casting for Prospects Clients tend to fall into classic types. Here's how to identify and woo a few common ones.
PHONE+ November 2, 2009 Bill Taylor	Channel Coach: Building Trust and Building Sales The best way to build trust is to always deliver on promises and commitments.
Financial Planning July 1, 2011 John J. Bowen, Jr.	Consultation, Not Just Advice Financial advisors offer advice, of course, but they'd be much better off if they thought of themselves as consultants.
Registered Rep. March 8, 2012 Boswell & Nichols	The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients.
Entrepreneur November 2005 Barry Farber	Mind If I Ask... You don't have to be a master inquisitor to ask your prospects all the right questions. Learn how to set yourself up to seal the deal every time.
Financial Planning December 1, 2009 John J. Bowen Jr.	Ten for 2010 Here are five steps that advisors can take right away, followed by five more that will help them position their practices for long-term success.
Financial Advisor November 2004 Leo J. Pusateri	Delivering Your Value: Identifying Value To begin the process of becoming a "world-class" financial advisor, first learn how to get to the heart of what your clients need.
Financial Advisor May 2004 Leo Pusateri	Are You Ready To Deliver Your Value? Integrating passion, respect and confidence into interactions with wealth management clients.
Registered Rep. February 16, 2012 Matt Oechsli	Improving Communication Within a Team Invest the time and resources to have every full-time member of your team assessed and then work to help everyone use this information so they recognize their personal style.
Financial Advisor June 2005 Leo J. Pusateri	Addressing Value Challenges How well you handle a value challenge will, in many cases, determine whether you earn the right to manage an individual's wealth. Here's how to respectfully address these challenges with confidence, while always restating your value.
On Wall Street October 1, 2010 Denise Federer	The Behavior Profile Are you a perceptive financial advisor? Being able to identify your client's financial decision-making and investment style is important in communicating effectively with them.
Investment Advisor August 2006 Susan L. Hirshman	The Wealth Advisor: Lessons From the Best With a targeted client plan consisting of an integrated approach for client segmentation, actively pursuing referrals, and furthering meaningful client contact, financial advisors will be on their way to meeting their clients' financial needs.
Financial Advisor June 2004 Tracey Longo	Winning Women Clients According to leading financial advisors and trainers across the country, it takes advisors longer to prospect and cultivate women. Here's what you need to know to build a good roster of women investors.
On Wall Street February 1, 2012 Denise Federer	The Couples Conundrum Research indicates that a majority of male investors would prefer their spouse have a more involved role in money decisions.
Registered Rep. August 18, 2011 Matt Oechsli	Capitalizing on Crisis Four steps to get a handle on your practice and capitalize on this crisis.
Registered Rep. October 12, 2011 Boswell & Nichols	You Seem Pretty New at This... There are a few areas that new advisors can control to help deemphasize their youth and inexperience.
Registered Rep. April 23, 2015 Anne Field	How Long Should You Take to Land a Prospect? Most advisors have a process for bringing in potential new accounts -- a certain number of meetings, a series of topics to cover -- but many find the trickiest part of the chain is the final close.
Investment Advisor March 2008 Lewis Schiff	The Prospect Said What? When working with high-net-worth clients, you may need to dig and sift for the information you need; for many affluent and ultra-affluent clients, the initial impulse is to speak guardedly to protect their privacy.
Entrepreneur August 2006 Asheesh Advani	Friends With Money Looking to raise capital for your new business? Start by approaching the people who know you best.
Registered Rep. November 27, 2014 Matt Oechsli	The New Cold Calling? The following is an excerpt from The Indispensable LinkedIn Sales Guide for Financial Advisors that I co-authored with Kevin Nichols.
Registered Rep. August 10, 2011 Boswell & Nichols	Shaky Markets, Substantial Opportunities With memories of 2008 looming in the background, the Dow plunging in response to a AAA downgrade and media pundits fueling fear and uncertainty everywhere you turn, it's natural for investors and advisors to become a bit nervy.
Financial Planning February 1, 2007 Elizabeth O'Brien	Advisor Pulse Financial advisors used to flying solo may be daunted by the prospect of hiring help, but going it alone can put a big damper on growth, according to a recent survey.
Entrepreneur August 2008 Barry Farber	Be All You Can Be What can you learn from the world's best salespeople?
Investment Advisor April 2008 Mark Tibergien	The Long and Short of Business Life Advisory firms can live on when their owners take steps to build continuity.
Financial Planning November 1, 2012 Dave Grant	It's Time to Fix Your Website for Financial Advisors If your firm's home page looks like it s stuck in the 1990s, you re likely driving away prospects and employees. Here are 7 rules for making an upgrade.
Commercial Investment Real Estate May/Jun 2013 Rod Santomassimo	Prospecting 101 Master the basics of finding new clients.
On Wall Street July 1, 2009 Doug Dannemiller	Advisors Face Competition from Do-it-Yourselfers Advisors face growing competition from web-based retirement planning services catering to the do-it-yourself instincts of the baby boomers.
Financial Planning October 1, 2009 Marc S. Freedman	Get Serious Advisors have the ability to serve the mass affluent well, and earn money too. This is a segment of our population that is ready to get serious right now.
Financial Advisor August 2005 Leo J. Pusateri	Addressing Value Challenges Employing a Post-Call Value Analysis: How to strategically review your previous meeting to determine how well you delivered your real value as a financial advisor, and revisit your follow-up strategy.
Investment Advisor September 2006 Mark Tibergien	Formulas for Success: Bust of Boom? Financial advisors need to adjust their practices as baby boomer clients age.
PHONE+ JoAn Majors	Never Take 'No' From Someone Who Can't Say 'Yes' Any sales situation is controlled by whoever's asking the questions -- and this can make all the difference to a salesperson dealing with an indecisive prospect.
Investment Advisor October 2008 Angela Herbers	One Small (Big) Step The advisory industry has taken a giant leap forward in the past year. Attendees at this year's FPA NexGen conference clearly have made progress at getting small pieces of equity in their firms.
Registered Rep. February 1, 2003 Steve Gresham	Are Managed Accounts Right for You? It's nearly impossible to ignore the rallying call for managed accounts. 90% of advisors netting $300,000 or more annually collect some fee revenue, and more than half of them garner at least 25 percent from fees, according to a 2000 survey. Is it time for you to get on board?
AFP eWire November 6, 2013 Liz Rejman	Get Real With Your Prospect List A prospect lists is a great tool to help fundraisers be effective and efficient. It's time to get real with your prospect list so you can engage and inspire everyone on it.
Entrepreneur October 2008 Barry Farber	Master the Art of Saying Less and Selling More Make every word you say count by becoming a better listener.
Registered Rep. December 21, 2011 Boswell & Nichols	Deeper Prospect Conversations with Linkedin Here are some ways to spark more substantial conversations leveraging LinkedIn information. (Also, don't be afraid to mention LinkedIn. In today's world it's far from taboo!).
Financial Advisor November 2003 Leo Pusateri	Advanced Applications For The Value Ladder Use key questions directed at potential clients to connect back to your unique message.
Investment Advisor March 2007 Mark Tibergien	Refer Madness A disciplined marketing approach will help you drive future growth for your financial advisory practice.