Getting to the Heart of the Matter
Speakers: Curtis V. Cloke, CLTC, LUTCF, RICP
Year: 2019
Body of Knowledge:
Marketing
Competence: Skills |
Level: Basic |
Session Rating: 4.05
Establishing a client acquisition and engagement process is key for advisors to convert a prospect into a client. To set a high bar during the first meeting with new or prospective clients, it’s critical to develop an emotional connection. Providing higher value for potentially greater sales requires us to know the customer better and create the most memorable experience. The best results are created when the client feels heard. Focusing first on the client, and the product or concept second, is an art to be mastered.