What is more powerful? You telling someone about how terrific you are at your work? Or someone with no agenda, telling a friend or colleague your practice has changed their life for the better? Even more, it’s made them enjoy creating security and wealth?
I bring reluctant and orphan clients back into an active planning relationship. All of the advisors I work with can tell stories about how I charmed someone into a conversation.
My favorite one involves a business owner who happened to live in my hometown. I called him to say his accounts, which had been reassigned to a financial planner I work with, could use an update. As he objected that he did not need to speak to an advisor, and he was very busy, I investigated his file in the CRM system.
His home address was around the block from my childhood home.
‘Why yes, I played with their kids--we spent a lot of time running around each other’s back yards.’ ‘Oh...