How to seal the deal with prospects
When courting potential clients, advisers typically trumpet their services —as they should. But advisers need to go beyond the standard tick box of offerings. Prospects are looking for more – they want expert advice, yes, but they also want an adviser who understands them and their financial situation. And they sure as heck don't want an adviser who is pushy, slick, or in love with the sound of their own voice.
“When I asked a client why she chose me,” recalls Barbara Shapiro, an adviser with HMS Financial Group, which manages $175 million in assets, “she told me it was because I listened and I didn't rush her.”
That's good advice for those in the advice business. Here, then, are are some other common-sense tips for helping seal the deal with potential clients. [Story by Lisa Shidler]