For advisory firms both large and small, responding to prospective client inquiries can require a significant time commitment. A multiperson office may have a full-time dedicated staff member ...

The New York-based startup’s platform will plug into Osaic’s national network as firms lean harder on data and automation to ...

Of the top financial advisors we’ve studied, about one-third of the prospects they meet with become their clients. That, of course, means around two-thirds don’t become clients. Ask yourself what your ...

Whether you are a coach, consultant or professional service provider (such as an attorney or accountant), you've likely experienced consultations that did not turn into cash. Maybe after you gave the ...

Referrals are still the name of the game when it comes to earning the trust of the ultra-rich.

It is well known that attorneys owe a duty of confidentiality to their current or former clients. But what about those prospective matters that never lead to a retention? A potential client may meet ...

So, you've just finished meeting with a prospective client. You've walked them through your firm services and the benefits of working with you, and after you close, your prospect launches an objection ...

My website encourages prospective clients to email me a brief description of their situation. I ask that they email rather than phone me to avoid my tendency to spend too much time with a prospective ...

Finding people who will talk with you is what prospecting is all about. It's important to understand there are short-term strategies and long-term strategies. Cold calling, or 'smiling and dialing" is ...

Marketers sometimes encounter prospective clients whose needs and goals don’t align well with their agency’s core values or areas of expertise. To ensure agency-client relationships are mutually ...