Seminar Topics

Forming New High Net
Worth Relationships

Identifying Retirement Assets of the Invisible Rich

Explaining Your Value to
High Net Worth Prospects

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Strategies for the "Do Not Call" Environment

New for 2004, these four topics highlight basic strategies of importance to established Financial Advisors adding HNW clients to an existing book or newer Advisors seeking to establish a HNW clientele.

1.  Basics of Prospecting in the "Do Not Call" Environment Successful FAs have been utilizing alternatives to cold calling for years. This seminar explores easy to implement strategies that enable FAs to approach executives, business owners and other wealthy prospects without calling them at home.

2.  Building Business by Doing the Things You Enjoy Many advisors and their families participate in sports, children's organizations and community activities. How do they communicate "What they Do" to people within the organization? How do you raise your visibility? Identify opportunities? Do business

3.  Referrals: The Art of Attracting Other People's Clients Volatile markets have left many clients dissatisfied and interested in considering alternatives. How do you identify and approach these potential clients? What are the warning signs when a client relationship is at risk? How can you address the situation?.

4.  Basics of Closing Techniques Volatile markets make clients nervous - How do you get them to take action? Why don't prospects make decisions? How can you tell when they are "ready to buy"? When time isn't an issue, how do you make the decision timely? How do successful Financial Advisors ask for the order?