In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses the small decisions that led a $5-million prospect to choose one advisor over another.
Marci met with two prospective advisors to manage her $5-million inheritance. Both presented themselves so well that Marci couldn't decide - until some small decisions tipped the scales
When introducing yourself to a prospect, preparation is key
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses four tactics to consider when talking to prospects.
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, outlines strategies advisors can use to ease prospects’ resistance to moving their accounts.
Taking on a less-than-ideal client can actually harm your business
As you gather information, keep only those prospects who fit your niche
Take the guesswork out of turning an introduction into a client
Available high-tech — and low-tech — tools can give you the edge
Be respectful and tactful when declining to take on an incompatible prospect