TITLE

Build Confidence, Establish Rapport, Ask for the Business

AUTHOR(S)
Muusers, Suzanne
PUB. DATE
May 2010
SOURCE
Journal of Financial Planning;May/Jun2010 Practice Management, p24
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
51008836

 

Related Articles

  • Listen Deep. BOWEN JR., JOHN J. // Financial Planning;Oct2011, Vol. 41 Issue 10, p35 

    The article focuses on the importance for financial advisors to conduct the so-called deep listening to ensure success in client relationships. It notes that advisors need to look beyond client finances and determine their profound values, dreams and fears. The process of deep listening is given...

  • The Client's Job. Franklin, Christopher // Financial Planning;Nov2007, Vol. 37 Issue 11, p168 

    The author states that successful client-advisor partnerships demand active client involvement. He cites that successful financial client knows that it is not speed but discipline that is the key to financial success. He examines the application of self-leadership principles in achieving...

  • Sue Whitbread: The value of paraplanners.  // Money Marketing (Online Edition);6/28/2013, p20 

    The author offers insight on the value that paraplanners offer to financial advisers and businesses. She highlights the result of a survey which confirmed the important role of paraplanners in improving the services delivered by financial planning firms and their overall profitability. She...

  • Big Opportunity: Helping Business Owners Sell. Paikert, Charles // Financial-planning.com;5/ 1/2014, p1 

    The article examines an opportunity for financial planners and advisors as of May 2014 as an estimated three million business owners are expected to sell their firms in the next five years and they need help before, during and after the sale. Topics discussed include the need of business owners...

  • Platforms: are they the financial Facebooks of tomorrow? O'Farrell, Virgina // Money Management;5/1/2008, Vol. 22 Issue 15, p24 

    The article outlines the innovations made on the business platform of advisers and financial planners in Australia. These businesses are required to spend an increasing portion of their time managing their business than doing what they do best, servicing the financial needs of their customers....

  • Selection process. Bryant, Charles // Money Marketing;8/11/2005, p30 

    Presents views of the author on Sesame Select, a multi-tie proposition, which incorporates products from five leading providers, Axa, Legal & General, Norwich Union, Prudential and Standard Life. Belief that it provides a solution to the needs of financial advisers and their clients and is...

  • A Look Behind the Scenes: A Survey of How CFPs Work. Hira, Tahira K.; Van Auken, Howard E.; Norris, Daniel M. // Journal of Financial Planning;Oct2004, Vol. 17 Issue 10, p74 

    This article presents the results of a national survey of how certified financial planners work. The scope and design of the survey is more comprehensive than previous surveys and thus enables more issues to be addressed. Specifically, the results will provide information on the...

  • One of a Kind. Bowen Jr., John J. // Financial Planning;Feb2006, Vol. 36 Issue 2, p27 

    Presents tips on how financial advisers can differentiate themselves from other advisers. Need to offer a compelling value proposition; Importance of knowing the clients; Provision of expertise to a specific market niche; Need to focus on the client relationship.

  • After the Fright Flight: The Role of Happiness in Adviser Success and Client Trust. Waller, Lewis J. // Journal of Financial Planning;Oct2011, Vol. 24 Issue 10, p26 

    The article discusses the role of happiness in the success of financial planners, as well as in client trust. It notes that in times of economic crisis and stresses in investment markets, clients seek for planners to calm them and provide them wisdom and direction. It also cites the views of...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics