Ineffective Habits of Financial Advisors (and the Disciplines to Break Them) by Steve Moore & Gary Brooks

Author:Steve Moore & Gary Brooks
Language: eng
Format: epub
ISBN: 9780470930144
Publisher: Wiley
Published: 2010-10-03T16:00:00+00:00

Key Benefits.

Advisors who have successfully integrated the Client Engagement Roadmap into their client service model report these key benefits:

The roadmap moves the conversation beyond performance. Returns are important but the Client Engagement Roadmap, in combination with the Financial Vision Document, crystallizes the purpose for the client's saving, investing, and spending plans.

Clients and advisors are on the same page. It is clear to advisors that the use of the roadmap has caused them to dig deeper into their client's situation and gain better insight into the issues and how best to approach them. The advisor and the client are in tune as to what needs to be addressed and in what priority.

There are additional sales opportunities. Advisors who use the roadmap say that they capture a larger share of their client's assets and find additional sales opportunities. In many cases, the advisors thought they were already managing all of their client's assets.

It jump-starts your marketing efforts. The feedback regarding the roadmap creating referrals has been tremendous. Advisors who have utilized the roadmap are getting referred to additional opportunities that fit within their target market.

The roadmap provides you and your team with a clear plan of record and work agenda. The roadmap serves as a guide not only for your clients, but for your staff as well. With minimal effort, they will be in tune with current planning issues and items that need follow-up. As each quarter progresses, you can file the roadmap, so that at all times you have a documented history of your client's goals and planning issues.

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