Growing Your Business: One Step at a Time

Flaxington, Beverly; Slemmer, Michael
November 2009
Journal of Financial Planning;Nov/Dec2009 Practice Management Sol, p20
Academic Journal
The article focuses on the processes in the assessment client's investment. It notes the absence of a disciplined and implemented business-building process as seen from the common practices among financial planners. The application of classic sales techniques such as prospect marketing, cold calling, and unique forms of direct selling has been found a hindrance that prevents traditional sales approaches to take effect. The authors have presented a model as building blocks for effective business vehicles which includes goal setting, differentiation of the firm among other existing related industry, and planning for a client acquisition plan. Moreover, a client referral strategy and spreading influence through public relations may also work in establishing good relationship among clients.


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