Archives for December 2011

Monthly Archives: December 2011

My Practice

For More Business, Prospect Fewer Clients

 Printer-Friendly Version [email_link] It is utterly against the DNA of most advisors, but if you want to be a success at attracting referrals ...
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Dan Richards

Why Your Sales Process No Longer Works—And What to Do About It

 Printer-Friendly Version [email_link] I have a regular column in Horsesmouth, the leading online practice management resource for US financial advisors. Recently, I read ...
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My Practice

Client management advice from a golf pro

 Printer-Friendly Version [email_link] Today features a guest column from Don Connelly, a veteran US consultant to financial advisors on sales and marketing. In ...
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My Practice

How to Turn a Down Market into Client Loyalty

 Printer-Friendly Version [email_link] During the last month stock market have dropped and gyrated; some days by a whopping 5%, and in the case ...
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Dan Richards

Two words to get prospects’ attention in 2011

 Printer-Friendly Version [email_link] Two words to get prospects’ attention in 2011 For many advisors, the holidays aren’t just a time to relax – ...
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Dan Richards My Practice

Seven steps to establishing rapport with prospects

 Printer-Friendly Version [email_link] The article below first appeared in the U.S. advisor website Horsesmouth.com and is reproduced here with permission. These days potential ...
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My Practice

Don’t Ask For Referrals – Ask For Advice

 Printer-Friendly Version [email_link] Let me introduce you to the most powerful business building question I ever learned. The question was taught to me ...
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Dan Richards My Practice

A Positive Perspective for Discouraged Clients

 Printer-Friendly Version [email_link] These days, it often feels that we’re totally enveloped in a mood of pessimism. At one level, that’s understandable; start ...
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Dan Richards

Essential Insights to Share with Clients

 Printer-Friendly Version [email_link] As European debt woes continue to dominate headlines, it’s hard for this not to have an impact on our mood ...
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Dan Richards

New Research on Attracting Affluent Clients Today

 Printer-Friendly Version [email_link] When it comes to winning new clients, historically most advisors have tried to persuade prospects of the need to replace ...
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