One of the biggest challenges we face as advisors is beginning the relationship with a new prospect. Once trust has been established, a prospect could be a client for life. But how do we do that from the get-go? During a press conference, a savvy spokesperson once asked reporters, “What questions do you have for my answers?” Advisors would be wise to approach meetings with potential clients the same way. Use the following questions to determine what prospects should be asking of you and be … [Read more...]
About the Author
Donald P. Speakman, MSFS, CLU, ChFC, CFP. Don has been designing unique investment strategies for the financial plans for his clients for more than 33 years. With a specialty in retirement planning, his expertise lies in creating programs for lump sum distributions from corporate retirement and 401(K) plans, with particular emphasis on creative income tax savings strategies. Don has been a member of the Million Dollar Round Table (MDRT) for 32 years, having earned 28 Top of the Table distinctions. He is the founder of Speakman Financial Group.