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Advice Line: How to Turn Podcast Listeners Into Clients (Erik Baskin)
Advisor Marketing Made Simple
Listen to the Pain Points
Identifying and understanding client pain points is crucial for effective engagement in the advisory business. Advisors should actively listen to clients during initial phone calls, asking them about their challenges or unanswered questions that prompted their outreach. This requires attention to detail in how clients articulate their concerns and may necessitate follow-up questions for clarity. Specific pain points often include complexities surrounding taxes and retirement, particularly during the withdrawal phase of life. Many clients who have previously excelled in saving money find this phase challenging, highlighting the shift from saving to managing withdrawals as a significant issue.
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