When your best clients drive your practice,
attracting more of them is easy
Learn to get referrals the natural way
and revolutionize your business
Most of what you have heard about getting referrals
is incomplete, outdated, or wrong
Advisors don’t get referrals because they
have no formal plan to attract them
Steve Wershing is the best marketing mind in
financial planning. - Bob Veres (Publisher, Inside Information)
Introductions following our last client advisory board meeting represent almost $30 million in new assets.

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« Guest Hosting the CEO Hour | Main | The importance of system »

Do You Really Know Your Clients?

My practice is based on the idea that financial advisors generally do not know their clients'  wants and needs anywhere near as well as they might. Uncovering that and building a system to consistently deliver it to them will revolutionize an investment advisor's practice.

Carol Anderson, President of Money Quotient, suggested an even deeper relationship with clients.  In a post on the FPA Practice Management Blog a few weeks ago, she describes the importance of digging into a client's history to uncover how they "frame" reality. She picked up the concept from Elissa Buie, CFP, a former President of FPA, and mentioned a book that examines one approach to it in detail, Communication with Clients: A Guide for Financial Professionals by Charles J. Pulvino, James L. Lee, and Cynthia Forman.

The better you know your clients, the more effective an advisor you will be.  Carol's post is worth a read.


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160 Allens Creek Rd, Suite 270, Rochester, NY 14618 | 585-381-2662

Home | Contact Us | Login | © 2013-forever, Stephen Wershing. All rights reserved.