Making clients more engaged and speaking about the issues that affect them most are the best ways to ensure long-term profitability
Three prominent advisors from across Canada share the unique approaches they've taken to building relationships with prospective high net-worth clients
Think carefully about your goals and what it will take to reach them
Focus on getting to know the prospect
Four ways to turn an introduction into a lasting impression
A key component of a valuable financial advisory practice is a healthy pipeline of prospects. Maintaining that pipeline means reaching out to potential clients who have agreed to receive communications from you
Offer a tangible benefit in return for visitors’ contact information
Create a client prospecting process and take the time to build trust
In part 10 of this 12-part series, Edgar De Souza, president and CEO at De Souza Financial Corp., tells how he stayed at the Million Dollar Round Table for over two decades. He talks about his prospecting techniques, the reasons he loves this business and the structures that need to be put in place to achieve powerful succession strategies. De Souza spoke with Jim Ruta, performance consultant with the Expert Institute, at the TMX Broadcast Centre in Toronto.
An organized plan is key to turning prospects into clients