THREE STEPS TO SALES SUCCESS FOR ADVISERS
Most people hate being sold to, but we all love to buy, writes Geoff Pritchard. So how do we turn a selling opportunity into a buying experience for clients?
Alex Burke
November 7, 2012
Most people hate being sold to, but we all love to buy, writes Geoff Pritchard. So how do we turn a selling opportunity into a buying experience for clients?
Advisers can benefit from adopting more inventive approaches to generating business and getting clients through the door, writes Vanessa Stoykov
Referrals can be a very effective way of generating new business and reducing business development costs, writes Murray McKinley.
Networking is a potentially invaluable method of developing new contacts and business. Geoff Pritchard outlines a 5-step approach to successful networking.
There are key activities that any adviser will undertake over the course of a year. However, as Rod Bertino explains, there are some ‘must do’ activities that advisers should undertake to help drive business value into the new financial year.
Financial planning businesses want to provide more advice, to more clients, and increase their revenue. One of the most common conversations I have with our firms is around the frustration with ‘conventional marketing’ techniques.
The keys to long-term business success lie in both identifying a sustainable rate of growth for your business and understanding that there is always a cost to growth. It is important to understand and strike the right balance between the two in order to build a sustainable business.
The introduction of the Future of Financial Advice (FoFA) will have a potentially significant impact upon the financial planning industry. Client engagement and the ability to deliver good advice in a way that clients value will become increasingly important in a post-FoFA world.
Financial advisers have historically been slow on the uptake when it comes to social media. Wading into the social media waters needs to be done in a way that will add genuine value for your practice.
A good referral system is one of the easiest and cheapest ways of building your financial planning business. We explore the common elements of a good referral system, how to go about selecting clients that will assist with referrals and where advisers often fall down when it comes to referrals.
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