Advisors who attended this past Friday’s Financial Crisis Webinar heard about techniques for gaining new clients during the crisis.
Linda Strachan, senior vice president at EISI, talked about the upheaval in the economy and the specific financial problems it is causing for clients. Strachan, CFP licensee who holds a Ph.D. computer science, said that the need for financial planning is greater than ever. With clients worried about losses in their nest egg, she encouraged advisors to use planning engagements to deepen relationships and gain new clients. With just 62% of Americans saying they have saved enough for retirement, only 22% of pre-retirees saying they have a retirement plan, a need exists. Yet she said just 23% of financial advisors say they provide financial planning services.
Scott Farnsworth says advisors can increase sales dramatically by using story-telling and listening techniques. Farnsworth, an estate planning attorney, CFP licensee, and certified Time To Think Coach, is the author of several books and president of Sunbridge Legacy Network, which has coached hundreds of lawyers and financial advisors. Farnsworth says your clients relate to stories about people, and it makes financial and estate planning ideas easer to understand and act on. Farnsworth says his communication tactics not only increase sales but build authentic, meaningful relationships with your clients.
See Replay Of Strachan-Farnsworth webinar     Download presentation slides

On Friday, January 16, at 4 p.m. EST, Mark Tibergien, Chief Executive Officer of Pershing Advisor Solutions LLC, will be the speaker at the Financial Crisis Webinar Series. Tibergien for years has studied how advisor practices can run more efficiently. Hear his ideas about how to run your business during this time of turbulence.
Register for that session.