- Reality Check. Horwitz, Michael B. // Financial Planning;May2003, Vol. 33 Issue 5, p95
Discusses suggestions on how investment advisers can build rapport with clients. Importance of feedback in understanding how clients perceive their financial planners; Suggestion on how to become more real to clients; Importance of acquiring a broad range of life experiences.
- Whom Do You Call First? Bearden, Frank // Advisor Today;Jun2001, Vol. 96 Issue 6, p90
Presents an article about customer relations in which financial advisors are encouraged to respond to bad news before the good news. Effect of the downturn in the stock market on clients; Importance of delivering and responding to bad news before the good news.
- Dealing With Clients in a Down Market. McInerney, Robert C. // Advisor Today;May2003, Vol. 98 Issue 5, p50
Advises financial advisors on how to deal with their clients in a weak market. Communication with clients; Realignment of focus; Offer of a meeting; Avoidance of making market forecasts; Resetting of expectations.
- Growth Amid Ruins. Bowen Jr., John J. // Financial Planning;May2001, Vol. 31 Issue 5, p109
Presents steps to delivering High Impact Relationship Management for financial planners. Effectiveness of investment policy statement; Guidelines in reviewing the relationship with a client.
- INDEPENDENT VIEW. Bamford, Nick // Money Marketing;01/31/2002, p35
Discusses the succession planning of clients' accounts when an independent financial adviser (IFA) retires. Average age of an IFA; Problem that needs to be addressed when an IFA reaches retirement; Alternative for succession planning of accounts.
- Happy Birthday to You. Slott, Ed // Financial Planning;Jan2003, Vol. 33 Issue 1, p60
Provides information on how life events of clients may help a financial planner's business. Kinds of life events; Appropriate plan for each event; Kind of plan to offer based on the age of the client.
- Clear Thinking for Scary Times. Sullivan, Dan // Advisor Today;Sep2002, Vol. 97 Issue 9, p108
Discusses guidelines to strengthen relationships between financial advisors and clients. Focus on creating value; Focus on opportunities; Focus on progress.
- Finding new ways to cement relationships. // National Underwriter / Life & Health Financial Services;11/2/98, Vol. 102 Issue 44, p40
Editorial. Discusses how financial planners can fight off competing firms by developing strong client relationship. Customization of service; Use of technology to increase sales and further customer relationship.
- Emotional Hot Spots . Stein, Helene; Brier, Marcia // Financial Planning;Jul2001, Vol. 31 Issue 7, p135
Provides guidelines for financial planners on managing customer relationship. Steps in bringing about changes in customer relationship; How a planner should deal with his client's behavior.