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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.
On Wall Street June 1, 2013 Todd Colbeck	Establishing an Online Presence and Social Media Strategy Build a sharp online presence and social media strategy to help interact with clients.
On Wall Street March 1, 2012 Todd Colbeck	Closing the Sale More Effectively If you are effective at solving people's problems you will become an effective salesperson. I will discuss how to set the mood for a sales meeting, how to learn what really motivates a client, and how to do a one-page close.
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.
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.
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.
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 Planning April 1, 2008 John J Bowen	Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients.
Financial Advisor May 2004 Leo Pusateri	Are You Ready To Deliver Your Value? Integrating passion, respect and confidence into interactions with wealth management clients.
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.
Financial Advisor December 2003 Bill Bachrach	The Undisputable Truth Your time is limited, so working with ideal clients is essential.
Registered Rep. April 30, 2015 Matt Oechsli	How LinkedIn Helped a Rookie Advisor Land a $35 Million Account The more you use LinkedIn, the better you'll understand it, and the more positive an impact it will have on your brand.
On Wall Street August 1, 2010 Carri Degenhardt-Burke	Tough Career Paths Changing jobs is harder than ever in the finance industry, but you're not the only one feeling the burden.
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.
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 December 1, 2012 John J. Bowen, Jr.	Making Introductions Happen: Request and Receive Referrals From Existing Clients Use this 9-step process to request (and receive) referrals from your existing clients.
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.
Financial Planning December 1, 2011 John J. Bowen, Jr.	Strategies for 2012 and Beyond In these volatile times, you have an excellent opportunity to build relationships with high-net-worth investors who are actively looking for advisor alternatives. With that firmly in mind, here are some key strategies and tactics that will make a big difference over the next year and beyond.
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.
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.
Financial Advisor February 2004 Grove & Prince	Learning More About Clients With the Whole Client Model How to find out what you need to know about a financial planning client.
Financial Planning March 1, 2010 John J. Bowen, Jr.	Group Therapy Thanks to some positive developments in the markets and economy, advisors have been able to move away from defensive activities and focus on offensive maneuvers designed to win new business and build their practices.
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.
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.
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 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.
Financial Advisor January 2005 Steve Sanduski	Getting To The Heart Of The Matter Here's how to connect with your prospective financial advisory clients.
Financial Advisor July 2004 Leo Pusateri	Delivering Your Value How financial advisors can earn the right to the value connection.
Financial Planning July 1, 2010 John J. Bowen, Jr.	Duplicate Efforts Duplicate your top clients -- using their insight to attract more ideal clients like them -- and you'll see a substantial jump in your revenue without much additional variable cost.
Financial Planning June 1, 2006 John J. Bowen	The 30-Day Plan Here are three steps you can take right now to jumpstart your financial advisory business.
Registered Rep. August 27, 2014 Matt Oechsli	Seven Phrases Advisors Should Never Use Nobody likes to be sold to, especially today's affluent. Yet many people still try to sell their products and services to this lucrative consumer niche, including financial advisors.
Entrepreneur April 2009 Barry Farber	Sell Value, Not Price Find the price point that covers your costs and provides a profit margin.
Financial Advisor July 2009 Bill Bachrach	The Ideal Client Community It's one that generates enough money to make your business work and has clients you enjoy.
Entrepreneur August 2003 Brian Tracy	Top Secrets Psst! Think you know everything about sales? Here's the inside scoop on mastering one of the most important skills you'll ever need.
Commercial Investment Real Estate May/Jun 2013 Rod Santomassimo	Prospecting 101 Master the basics of finding new clients.
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!).
Entrepreneur December 2007 John Jantsch	The Come-Back Kit Repeat customers are the heart of your business. Here's how to reel them in.
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.
Financial Planning June 1, 2010 John J. Bowen, Jr.	The Perfect Profile Looking for the ideal client? Write a detailed description of the top clients you have now, by answering eight simple questions.
Financial Advisor June 2004 Joel P. Bruckenstein	Converting Prospects Into Clients A new online tool promises to help you do just that, but can it deliver? The platform marries a sales/client education process with a portfolio construction/portfolio management process.
Job Journal February 18, 2007 Rich Heintz	Give Voice to Your Vision Here's another way to motivate yourself: Verbalize your ambitions.
Entrepreneur August 2006 Barry Farber	Sales Shape-Up Ready to ramp up your sales -- fast? Our 30-day action plan takes your business to new heights.
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.
CRM February 8, 2013 Dustin Sapp	Are Your Sales Proposals Working? In today's fast-paced business and technology landscape, the most important question to ask is whether your sales process is working. Here are six tips for evaluating your sales process.
Entrepreneur June 2005 Jerry Fisher	Seal the Deal What can you say to make prospects say yes?
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.
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.
Entrepreneur December 2005 Barry Farber	Make No Mistake The things you do -- and don't do -- could keep you from closing sales. Watch out for these 5 common mistakes, and learn how to avoid them.
AskMen.com Ash Karbasfrooshan	Giving Professional Advice Are you qualified to give professional advice?
Registered Rep. August 18, 2011 Matt Oechsli	Capitalizing on Crisis Four steps to get a handle on your practice and capitalize on this crisis.