The Best of AT: Prospecting

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The Best of AT: Prospecting

Connecting with new clients is key to expanding your practice, but it isn't always an easy task. To help you with the acquisition process, we've compiled some of our favorite prospecting tips from Advisor Today.

CHRISTINE CUSATIS

Attracting new customers is crucial and ongoing task. So read on—these articles from Advisor Today will help keep your sales pipeline full.

Turning Clients Into Effective Advocates
May/June 2016
Enhance the value of your client experience, show them how to introduce you to others and cross-educate them frequently.

Attracting and Serving Today’s High-Net-Worth Clients
March/April 2016
Wealth no longer lives where it once did—so start modeling your practice accordingly.

Build the Relationship Before the Sale
January/February 2016
People who know and like you are more likely to talk openly about their plans and goals than others.

The Modern Family
January/February 2015
To attract and retain modern families as clients, advisors must embrace empathy and adopt a more fluid approach to financial planning.

Converting Seminar Attendees to Appointments
September/October 2014
For greater success, make sure your attendees know, like and trust you during the event.

How Successful Firms Reach Different Demographics
July/August 2013
Use these strategies to attract a wide range of clients to your practice.

Prospecting Your Way to Success
May/June 2013
To expand his business, this agent makes sure he appreciates and rewards his clients.

Improving Your Prospecting Results
January/February 2013
The first step is to decide if you want to be in sales and are willing to do what is required for the entire job.

Cultivating Older Clients
November/December 2012
Joining a historical society may provide opportunities to meet with affluent seniors.

Want to share your prospecting tips in our next eNewsletter? Send your best prospecting tips (650 words max) to ccusatis@naylor.com and you may be featured in Advisor Today!

Christine Cusatis is the managing editor of Advisor Today.