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- W566656330 abstract "THE CHANGING ENVIRONMENT. Understanding the Evolving Consumer. Strategies That Attract Clients Today. GETTING CLIENTS. Making the Initial Contact. Operating from the Client's 99. Building Trust. Practicing the Banker's Rule. Borrowing Trust. Using the Media. The Two-Minute Rule. The Elements of a Pre-Meeting Package. Gaining Trust Through Profile. Earning Trust Through Patience. Organizing Prospect Development Activity. Patience and Mega-Prospects. Client Referrals: What to Avoid. Maximizing Client Referrals. Doing Business with People You Know. Creating the Motivation to Meet. Closing the Sale. Prospecting Through Trade Shows. Running Effective Seminars. Developing Professional Referrals. How to Differentiate Yourself. The Move to Target Marketing. Selecting a Target Market. Beginning Target Marketing. Building a Target Market. KEEPING CLIENTS. Providing Value to Your Clients. Listening. Achieving Client Ecstasy. Achieving Minimum Standards. Positioning Yourself as an Adviser. Feedback. Practicing the SOS Principle. Breaking Through the Clutter. Making Clients Feel Special. Blow-Away Service Experiences. Doing Well by Doing Good. IMPLEMENTING. Leveraging Your Time. Planning for Success. Running an Efficient Practice. Index." @default.
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- W566656330 date "2000-01-01" @default.
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- W566656330 title "Getting clients, keeping clients : the essential guide for tomorrow's financial advisor" @default.
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