Partners in Prospecting
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Partners in Prospecting
Leader of the Pack
Leader of the Pack: What is the Value of an Investment Advisor? Investors may not like the fees that they are charged by professionals such… More
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Partners in Prospecting
Trusted Advisor
Trust in Me: Is a Trusted Advisor an outdated cliché or does it pay? In the Financial Services Industry, becoming a Trusted Advisor has been… More
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Partners in Prospecting
When your Prospect is “As Cold As Ice”
You’ve spent a few meetings probing and conducting a needs analysis. You’ve checked, double checked and triple checked to ensure your prospect is aligned with… More
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Partners in Prospecting
People Get Ready: Creating Your 2022 Prospecting Plan
Can you believe that it is almost year-end again? Where did the time go? Most Advisors tell me that now is a good time for… More
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Partners in Prospecting
Call Me: Five Simple Steps for Obtaining Referrals
The most streamlined source of new business is to develop opportunities with existing clients, including asking them for referrals. Most Advisors tell me they under-utilize… More
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Partners in Prospecting
You’re the Top: The Value of Advice as Your Differentiator – How to Stand Out from the Crowd
In all of the economics, business and marketing training I’ve been exposed to over the last twenty-five or so years, there is alarmingly little emphasis… More
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Partners in Prospecting
Simply the Best: How Financial Advisor Designations Can Affect Customer Experience
It is important for your prospective clients to know that their potential Advisor has sufficient training, knowledge and experience to advise them on the issues… More
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Partners in Prospecting
Show Me the Way: A Step-by-Step Process for Delivering an Excellent Virtual Event
In one of our blog posts from last year, we discussed the steps involved in creating an outstanding in-person event. In many parts of the… More
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Partners in Prospecting
Connection: Four Simple Steps to Help You Grow Your Client Base Using LinkedIn
Are you bombarded with messages urging you to use social media for networking and business development? Are you overwhelmed and at a standstill as to… More
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Partners in Prospecting
Help! I Need Somebody: Three Key Traits in an Exceptional Sales Assistant
The Balance Careers website defines a Registered Broker’s Sales Assistant’s duties as “A broker sales assistant helps financial advisors, traditionally referred to as brokers, with… More
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Partners in Prospecting
How to Create a Meaningful Client Survey – Tell Me Why
I believe in the value and importance in obtaining a pulse on existing clients and communication is paramount in solidifying the relationship. The disruption created… More
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Partners in Prospecting
Intergenerational Wealth Transfer Part II : The Kids Are Alright
In our last blog post We Are Family, we discussed three specific ways Advisors could get to know their clients’ children. After publishing that post,… More
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Partners in Prospecting
Intergenerational Wealth Transfer: We are Family
The next decade we will see a massive intergenerational transfer of wealth estimated to be $1 trillion, the largest in Canadian history*. Yet, there’s no… More
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Partners in Prospecting
Creating Personas – Everyday People
I once worked with an Advisor who was concerned that her pipeline was not full enough. I asked who her “ideal prospects” were and she… More
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Partners in Prospecting
Come Together – A step-by-step process for planning Successful Client/Prospecting Events
Event organization is not easy – this is why there are professionals that have made careers out of it. If you plan events properly, prospect… More
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Partners in Prospecting
Top 5 reasons Canadians DO NOT have a Financial Advisor
Credo Consulting released a research earlier in 2019 highlighting the Top 5 Reasons Canadians do not work with a Financial Advisor. This information might be… More
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Partners in Prospecting
Don’t leave me this way: Getting results from your voicemails
When I first started at Caldwell, I was tasked with making several cold calls to Advisors that didn’t know about our firm. My biggest frustration… More
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Partners in Prospecting
When your Prospect is “As Cold As Ice”
You’ve spent a few meetings probing and conducting a needs analysis. You’ve checked, double checked and triple checked to ensure your prospect is aligned with… More
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Partners in Prospecting
Do you want to know a secret? 5 Simple Steps to Creating Great Testimonials
I worked with an Advisor that was great at getting referrals from clients and this kept his pipeline moderately full. He decided to invest in… More