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February 17, 2014

6 Ways A Planner Loses New Clients Before Ever Meeting Them!

by The 401k Study Group ®

There is a perception in the financial planning world that the process of acquiring a new client begins at the first meeting – the so-called “approach talk” – and therefore any firm that does a good job at converting prospects into new clients in those early meetings must have an effective business development process. Firms that want to grow more/better/faster are encouraged to refine their process, materials, and techniques used in the approach talk to improve the rate at which prospects convert into clients. Yet the reality is that from the client’s perspective, the process actually starts much earlier; and because the “pre-meeting” parts of the process are so ignored by most planners, the reality is that many (or even most!?) potential clients may be lost before you ever have a chance to meet them!The inspiration for today’s blog post comes from some follow-up discussion I have been having with several planners regarding last week’s blog post “Are We Being

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