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Forming New High Net
Worth Relationships

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It's all about finding and retaining the right client relationships. These strategies explore how to 'win your share'. Each seminar is 60 minutes in length.

	Client Acquisition Identifying the Invisible Rich: Focus on Market Environment (Customized) - Metro Markets: Major cities with multiple corporate HQs, cultural community - Suburban Markets: Bedroom communities, commuters, local professionals - Small Town / Rural Markets: Markets with agriculture, without corporate HQs - Retirement / Vacation Markets: Markets where "nobody works", 2nd homes Identifying the Invisible Rich: Who Benefits Locally From Stimulus Spending? A large amount of money will be spent in several specific areas. What local firms and professions may be beneficiaries? Who own those firms? Friends into Clients: Addressing the "Risk to Friendship" Barrier - Why people prefer to do business with friends. 7 stages in friendship- when to ask for business. 3 approaches for business. 5 short term strategies to ask for business. Friends into Clients: Customized Scenario Version - Customized for situations faced by your advisers (Alumni, Co-workers, family, etc). Includes one liners. The Art of Attracting Other People's Clients (and Retaining Current Clients) - Your ideal prospect is already someone else's client. Are they satisfied? Why or why not? Many HNW individuals maintain multiple relationships. Create a desire to establish a relationship with you. Answering 'How's the Market?' and Other Cocktail Party Questions - Advisors are asked leading questions in social situations: 'What do you do?', 'How much do you charge?', 'What size accounts do you take?' How to tactfully get them interested. Building Business by Doing the Things You Enjoy - Many advisors and their families participate is sports, children's organizations and local activities. How can you communicate 'What you do' to people within the group? How do you raise your visibility? Identify opportunities? Do business?
	Competing in the HNW Marketplace Why You? - Establishing Your Value With HNW Prospects - Why should I do business with you? What do you offer that is also offered by most, some or few others? What do HNW clients want? How do successful advisors explain their value? How do other advisors compete for your clients?
	Closing Closing the Business: How to Ask For the Order - Volatile markets make clients nervous. How do you get them to move? Why don't prospects make decisions? How can you tell when they are 'ready to buy'? How do you 'ask for the order'? Addressing Recession Objections - Some people need complaints addressed before they act. Others listen but stay on the sidelines. Some relationships show early warning signs of leaving. How can you proactively address each scenario?
	Proactive Daily Prospecting Strategies Doing Business in a Difficult Market - Responding to negative news about firm, portfolio reviews in down markets, Major client thinking of getting out, plus strategies to do business. Beyond Referrals - Sophisticated Strategies for a DNC World - Established advisors have utilized alternatives to referrals for years. Real life examples address relevant details (timeframe, geography, costs) to enable the already successful advisor (or team) to expand their HNW client acquisition strategies. 'Do Not Call' Prospecting: Effective Alternatives to Cold Calling - What are people using today? What are strengths and drawbacks? Easy to implement strategies to approach executives, business owners and other wealthy prospects without calling them at home.
	Client Acquisition Through Seminars Successful Seminar Strategies - Rationale; 11 event types; Attracting the audience (80% of FA's time); Efficient follow-up immediately after the seminar (15% of FA's time). Timetable in check-off format from five weeks out through the week following the seminar.