Know your Client
- Treat your prospects as clients
- Looking for Mr. Good Client
- Enemy at the gate
- Going Fee-Based? - Telling your client you’ll start taking their interests into account might not cut it
- How do you become a trusted advisor?
- The risk of being too relational
- Knowing a prospect can gain you a client
- You can't be a famous secret
- Meaningful events in your clients’ lives
- Twenty minutes and hundreds of thousands of dollars later
- Maximizing Client Value
- The real cost of leaning on products to help you sell
- Do you know what your clients expect from you?
- Who's the boss
- The art and science of introductions
- What your clients are really looking for in their advisor
- When the easy ones get away
- You can teach an old dog new tricks
- When it's good to be bad
- Mastering the seniors market