The way to build your book in today’s climate is to treat prospects like clients. That means:
> instead of sending prospects an information package, put them on your client mailing list;
> instead of spending money on prospecting brochures, develop a client-friendly website and invite prospects and clients to use it;
> Instead of running prospecting seminars, hold client roundtable lunches and invite prospects to attend.
For a young Penny Stayropoulos, financial planning was a beacon amid crisis
Glen Rattray has guided clients through many bear markets and crises since joining the investment industry in 1985
Segmenting your clients by revenue rather than assets can provide valuable insights
Upgrading your technology can boost efficiency and improve your interactions with clients
Deposit costs will ease, but it will take time for banks' margins to improve
Block trade in interlisted stock was executed off-exchange without regulatory approval
Improve client engagement by understanding human behaviour