Seminar Topics

Forming New High Net
Worth Relationships

Advisors' Comments about our seminars

How to Book Seminars

Targeted Strategies For High Net Worth Client Acquisition

It's all about finding and retaining the right client relationships. Your ideal prospect is, already someone else's best client (and vice versa). Sophisticated clients often have multiple financial services relationships. These strategies explore how to 'win your share'. Each seminar is 60 minutes in length.

1.  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?

2.  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 financial services relationships. How to cultivate them and create the desire to establish another relationship with you.

3.  Why You? - Establishing Your Value With HNW Prospects Why should clients do business with you? What do you offer clients? Is it 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?

4.  'Do Not Call' Prospecting: Effective Alternatives to Cold Calling What strategies are people using today? What are strengths and drawbacks? Explore easy to implement strategies that enable advisors to approach executives, business owners and other wealthy prospects without calling them at home.

5.  Beyond Referrals - Sophisticated Strategies for a 'Do Not Call' 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.

6.  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 make the decision timely? How do successful advisors 'Ask for the order'?

7.  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?' Other times a statement may need a response: 'I already have a broker' What do you say?

Follow-up includes elements such as Action Plans, One-on-one's after sessions, summary e-mails, FA access for questions and follow-up conference calls.