Why “No!” Is Almost as Good as “Yes!”
Secrets of Successful Advisors℠ with Ken Haman
Building a Financial Planning Practice
The chapter explores the myth of making countless phone calls to find potential clients and suggests safer interactions, like asking current clients for referrals, to grow businesses more efficiently.
Many advisors are inhibited about their new business acquisition efforts because of a fear of rejection. All sales professionals experience rejection as part of their work. Every conversation with a client or prospect has the possibility of ending with refusal, either of the idea that the advisor is recommending or of the value of the advisor as a professional. In this podcast, Scott and Ken share their experiences of helping advisors find the courage to engage more directly with prospects.
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It is important to note that not all Financial Advisors are consultants or investment managers; consulting and investment management are advisory activities, not brokerage activities, and are governed by different securities laws and also by different firm procedures and guidelines. For some clients, only brokerage functions can be performed for a client, unless the client utilizes one or more advisory products. Further, Financial Advisors must follow their firm’s internal policies and procedures with respect to certain activities (e.g., advisory, financial planning) or when dealing with certain types of clients (e.g., trusts, foundations). In addition, it is important to remember that any outside business activity including referral networks be conducted in accordance with your firm’s policies and procedures. Contact your branch manager and/or compliance department with any questions regarding your business practices, creating a value proposition or any other activities (including referral networks). It is important to remember that (i) all planning services must be completed in accordance with your firm’s internal policies and procedures; (ii) you may only use approved tools, software and forms in the performance of planning services; and (iii) only Financial Advisors who are properly licensed may engage in financial planning. For financial representative use only. Not for inspection by, distribution or quotation to, the general public.
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