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Communicating expertise requires listening

Communicating expertise to clients is important, but it needs to be done the right way, writes marketing expert Dan Solin. He notes the importance of listening and not talking over clients in building trust. Advisor Perspectives

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Tips for making a great impression in prospect meetings

Stephen Boswell and Kevin Nichols of The Oechsli Institute offer 10 tips to help financial advisors prepare for meetings with prospects. They include researching the prospect, preparing an agenda and questions, and planning a relatable story to tell. WealthManagement  

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Ways to strengthen client relationships in the year ahead

Bryce Sanders of Perceptive Business Solutions offers eight New Year’s resolutions to help financial advisors strengthen client relationships in 2020. Among them are to review every relationship, schedule as many face-to-face meetings as possible and ask about any changes in clients’ lives. ThinkAdvisor

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4 strategies to help increase communication with clients

A survey from YCharts revealed that many advisory clients would like more personalized and frequent communication from their advisors. The study recommended four steps advisors should take to improve frequency and quality of communications, including creating new opportunities for communication and understanding how to service different clients. ThinkAdvisor

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Virtual meetings a growing trend that can benefit advisors, clients

Virtual meetings are becoming more common, and this trend is good for advisors and clients, writes Jud Mackrill of Carson Group. He suggests firms begin by identifying clients who might be open to virtual meetings and testing different software platforms. ThinkAdvisor

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Survey: Face-to-face meetings still top way to engage with clients

A Redtail Technology survey found that 76% of advisors said face-to-face meetings produce the best client engagement, while 66% said phone calls do. Redtail said the survey shows advisors are missing out on opportunities to communicate with clients via the latest technologies, such as texting. Financial Advisor online

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Tips to improve client review meetings

A few modifications to client review meetings can make them more valuable, writes David Templin Saylor of Invesco Consulting. He suggests sending a premeeting checklist, putting the focus on the client and following up with a summary. ThinkAdvisor (free registration)

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7 business skills advisors must have

Every advisor should possess seven essential business skills, including time management, goal setting and networking, consultant Jim Rohrbach writes. These skills will help advisors mentally prepare and allow them to “engage the marketplace,” he writes. Advisor Perspectives

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How advisors can close the year on a high note

Financial advisors should avoid coasting through the end of the year and instead step up their game, writes Bryce Sanders of Perceptive Business Solutions. He offers 10 suggestions to close the year strong, including getting ahead on year-end tax selling, hosting a holiday event and accepting as many invitations from…

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Advisors can differentiate themselves by solving problems for clients

Advisors can differentiate themselves by becoming financial problem solvers for clients, writes Carolyn McClanahan of Life Planning Partners. She describes a time she helped a client deal with his father’s messy estate plan, saving an estimated $600,000 in income taxes and administration costs, which eventually led to additional business from…

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