Millennials soon will be the largest generation, and companies will need different financial wellness tools than were used for baby boomers now heading into retirement, writes regulatory attorney Cindy Lapoff. Financial wellness programs should consider that salaries may not be keeping up with the cost of living, that people may…
Join us for a Webinar on June 24, 2015 2:00 PM Eastern More Pre-Qualifying = Less Declines How do you ask the right questions on the first call? In this period of more declines we must do a better job of asking the right questions. Please join Nancy Dykeman as…
Surveys: Advisers, millennials don’t seek each other A survey by Corporate Insight says 30% of financial advisers are making a serious effort to recruit clients younger than 40. Meanwhile, 29% of young workers have sought advice from a financial professional, preferring family and friends for help, according to a survey…
Survey: Clients say they need 5 years before making a referral Many financial advisers think their clients are comfortable making a referral after two years of working together, but clients say it takes five years, according to a white paper from Prudential Financial. Clients also appreciate a written financial plan…
How advisers can make the most of networking Successful networking shouldn’t be about finding potential clients, but about finding an advocate who will send potential clients your way, writes Maribeth Kuzmeski of Red Zone Marketing. Build ties with well-connected people in your community to receive the greatest benefit of networking,…
Why personal referrals will take a backseat to online search Traditional person-to-person referrals won’t be a major marketing driver for advisers in the years to come, Michael Kitces writes. Instead, consumers will turn to Internet searches to find an adviser. “I don’t actually expect that referral-based marketing will vanish entirely,”…
Turning new clients into long-term clients Advisers often overlook client onboarding as they turn to finding the next client, writes Ray Sclafani, CEO and founder of ClientWise. Investing time in client onboarding can lead to a richer bond with the client and a longer relationship, he writes. He provides five…
Why would anyone want to cold call? Why would anyone want to continue to cold call? Well, because it’s the most direct and effective way to generate new business. The problem is, of course, that most agents cold call badly, which is why it does not work for them. If…
How to win clients — and keep them Clients want to be listened to and want their calls returned quickly, but that’s just the start of what keeps a client on board, financial advisory coach Steve Wershing writes. “The ‘Why you?’ question is one that stumps most advisors,” he writes….
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