Prospecting

Planning and Advice

Prospecting? Don’t be too obvious

If your prospecting is obvious, it’ll fail quickly.

By Bryce Sanders |February 8, 2013

3 min read

Planning and Advice

How to prospect in professional organizations

If you have doctors or engineers on your client list and you enjoy working with them, consider developing a niche practice that specializes in servicing this part of the market.

By Bryce Sanders |February 4, 2013

3 min read

Planning and Advice

How to stake out prospects

Using a variation of the Seinfeld stakeout is an easy and fun way to meet prospective clients – and it works.

By Bryce Sanders |January 28, 2013

3 min read

Planning and Advice

Win wealthy clients with aura of exclusivity

Cultivating an aura of exclusivity will induce existing clients to help you reel in big accounts.

By Bryce Sanders |January 21, 2013

2 min read

Planning and Advice

Beef up your book with prospect dinners

One of the more effective ways to prospect for new clients is to invite existing clients to dinner and suggest they bring a friend.

By Bryce Sanders |January 14, 2013

3 min read

Planning and Advice

Throw a party for your retiring client

Despite their many differences, boutique practices catering to high-net-worth clients have something in common with advisors working for big firms or running their own shop: they have retiring clients, and they’re always looking for prospects.

By Bryce Sanders |January 7, 2013

3 min read

Planning and Advice

How your assistant can bring in business

Your assistant handles many vital functions, and truth be told, the whole operation would probably grind to a halt without their help. But their value can go well beyond filing, faxing, and note taking.

By Bryce Sanders |January 4, 2013

3 min read

Planning and Advice

Get more referrals from accountants

Most accountants aren’t comfortable referring their clients to financial advisors.

By Matt Oechsli |December 17, 2012

2 min read

Planning and Advice

Private clubs and social prospecting

Private clubs aren’t nearly as exclusive as they used to be. But if you belong to one you know what hasn’t changed: you are surrounded by successful people and old money. Can you prospect?

By Bryce Sanders |November 30, 2012

2 min read

Planning and Advice

How to respond to criticism

What happens if a guest at a party asks what you do, and makes a snarky comment when you say, “I’m a financial advisor?”

By Bryce Sanders |November 26, 2012

3 min read

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