J.K.Lasser Pro Keeping Clients for Life: How to Build a Successful Financial Practice Hardcover - 2001 - 1st Edition

From the rear cover

In today's competitive environment, it takes more than just crunching numbers and offering sound advice to become a successful financial planner. The foundation of a thriving financial practice begins with gaining new clients and--most importantly--keeping them. When dealing with a client's financial well-being, you must consider not only the financial motives that drive them but also the personal and psychological.

Karen C. Altfest, a leader in the financial field who helped build a nationally recognized firm in New York, raises financial planning to a new level in Keeping Clients for Life: How to Build a Successful Financial Practice. New and veteran financial professionals alike will find this an invaluable guide to retaining clients and building a financial practice.

This guide will help you connect with clients in meaningful ways by developing your "people" skills as well as your financial planning skills. The author shares insights on how to work with other professionals, clients' families, and especially members of the media. Altfest takes you through the intricacies of planner-client relationships and shares tools and techniques that have made her practice successful by discussing such issues as:

• Getting to know prospective clients
• Finding client comfort levels, earning trust, and removing fear
• Dealing with commonly occurring client problems
• Designing and presenting your plan
• Being there for your clients
• Communicating with and educating your clients

Following the examples set in this book will help all financial planners earn the confidence of their clients and improve the relationships forged with them. Whether you're helping a family save for their child's education or planning a client's retirement, learning how to deal with their questions, fears, goals, and lifestyles will make you a better financial advisor. Most importantly, it will also help you create a bond with your clients that could last a lifetime.

As a financial planner, the biggest mistake is seeing your clients only in terms of their numbers. Start down the road to better client relations today, and watch your business grow and prosper. Remember, a successful financial practice starts with building client relationships that last.

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