Keeping Clients for Life: How to Build a Successful Financial Practice (J.K. Lasser Pro) - Hardcover

Altfest, Karen Caplan

Hardcover

ISBN 10: 0471408816 ISBN 13: 9780471408819

Verlag: Wiley, 2001

Inhaltsangabe

A successful financial planner is someone who does more than just crunch numbers and present an annual investment plan to clients. There is a psychological component to effective client care as well as to issues involving clients' overall financial well-being. People skills, as well as financial planning skills, are necessary to build a successful financial planning business. This comprehensive guide teaches both new and veteran financial professionals how to relate to their clients in meaningful ways, thus growing their business by increasing the long-term retention of those clients. Offered here are insights into such issues as how to determine which clients to accept, how to propose a plan clients can use, how to tread carefully in family situations, how to develop sensitivity and communications skills, and how to work with the media and recognize the importance of building your business one lasting relationship at a time.

Karen Caplan Altfest, PhD, CFP (New York, NY), is Vice President of L. J. Altfest & Co., a financial planning and investment management firm. She is also the Director of the Financial Planning and Investments Program at the New School.

Über diesen Titel

Über die Autorin bzw. den Autor

KAREN C. ALTFEST, PhD, CFP, is Vice President of L. J. Altfest & Co., a financial planning and investment management firm. She is also the Director of the Financial Planning and Investment Programs at New School University. Altfest is actively involved in financial planners associations and has written many articles for professional journals. She is frequently quoted in such publications as Working Woman, the New York limes, the Wall Street Journal, and Family Money, and is a regular guest on CNN and CNBC.

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In today’s competitive environment, it takes more than just crunching numbers and offering sound advice to become a successful financial planner. The foundation of a thriving financial practice begins with gaining new clients and―most importantly―keeping them. When dealing with a client’s financial well-being, you must consider not only the financial motives that drive them but also the personal and psychological.

Karen C. Altfest, a leader in the financial field who helped build a nationally recognized firm in New York, raises financial planning to a new level in Keeping Clients for Life: How to Build a Successful Financial Practice. New and veteran financial professionals alike will find this an invaluable guide to retaining clients and building a financial practice.

This guide will help you connect with clients in meaningful ways by developing your “people” skills as well as your financial planning skills. The author shares insights on how to work with other professionals, clients’ families, and especially members of the media. Altfest takes you through the intricacies of planner-client relationships and shares tools and techniques that have made her practice successful by discussing such issues as:

• Getting to know prospective clients
• Finding client comfort levels, earning trust, and removing fear
• Dealing with commonly occurring client problems
• Designing and presenting your plan
• Being there for your clients
• Communicating with and educating your clients

Following the examples set in this book will help all financial planners earn the confidence of their clients and improve the relationships forged with them. Whether you’re helping a family save for their child’s education or planning a client’s retirement, learning how to deal with their questions, fears, goals, and lifestyles will make you a better financial advisor. Most importantly, it will also help you create a bond with your clients that could last a lifetime.

As a financial planner, the biggest mistake is seeing your clients only in terms of their numbers. Start down the road to better client relations today, and watch your business grow and prosper. Remember, a successful financial practice starts with building client relationships that last.

Please visit our Web site at www.jklasser.com

Aus dem Klappentext

In today’s competitive environment, it takes more than just crunching numbers and offering sound advice to become a successful financial planner. The foundation of a thriving financial practice begins with gaining new clients and—most importantly—keeping them. When dealing with a client’s financial well-being, you must consider not only the financial motives that drive them but also the personal and psychological.

Karen C. Altfest, a leader in the financial field who helped build a nationally recognized firm in New York, raises financial planning to a new level in Keeping Clients for Life: How to Build a Successful Financial Practice. New and veteran financial professionals alike will find this an invaluable guide to retaining clients and building a financial practice.

This guide will help you connect with clients in meaningful ways by developing your “people” skills as well as your financial planning skills. The author shares insights on how to work with other professionals, clients’ families, and especially members of the media. Altfest takes you through the intricacies of planner-client relationships and shares tools and techniques that have made her practice successful by discussing such issues as:

• Getting to know prospective clients
• Finding client comfort levels, earning trust, and removing fear
• Dealing with commonly occurring client problems
• Designing and presenting your plan
• Being there for your clients
• Communicating with and educating your clients

Following the examples set in this book will help all financial planners earn the confidence of their clients and improve the relationships forged with them. Whether you’re helping a family save for their child’s education or planning a client’s retirement, learning how to deal with their questions, fears, goals, and lifestyles will make you a better financial advisor. Most importantly, it will also help you create a bond with your clients that could last a lifetime.

As a financial planner, the biggest mistake is seeing your clients only in terms of their numbers. Start down the road to better client relations today, and watch your business grow and prosper. Remember, a successful financial practice starts with building client relationships that last.

Please visit our Web site at www.jklasser.com

Details zur Ausgabe

• Verlag: Wiley
• Erscheinungsdatum: 2001
• Sprache: Englisch
• ISBN 10: 0471408816
• ISBN 13: 9780471408819
• Einband: Gebundene Ausgabe
• Auflage: 1
• Anzahl der Seiten: 239
• Kontakt zum Hersteller: Wiley-VCH GmbH; product_safety@wiley.com; ; Boschstrasse 12; Weinheim; 69469; Deutschland