Build Confidence, Establish Rapport, Ask for the Business

Muusers, Suzanne
May 2010
Journal of Financial Planning;May/Jun2010 Practice Management, p24
Academic Journal
The article offers information why financial advisers fails to ask for the business. It provides some pointers on how the financial advisers correct these failures. It mentions that the number one reason why adviser avoid to ask for the business is the lack of confidence related to the market conditions and other factors beyond their control. It also mentions that many advisers fail to form a rapport with their prospected clients. Meanwhile, how to deal with sales process is also discussed.


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