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Overview
The Art of New Client Attraction

Converting prospective clients into clients takes a certain mindset and a degree of artistry in four types of conversations.

Networking events typically present two types of awkward moments—greeting a stranger and leaving a conversation. A strategic approach can help you navigate both situations and set the stage for follow-up conversations.

Every phone call with a prospective client has the potential to lead to a meeting. We use three sports metaphors to showcase the fundamental skills that can help you convert follow-up phone calls into first meetings.

Whether virtually or in person, the same fundamentals apply for running purposeful, coordinated and conclusive first meetings.

Get referrals without asking for them by including memorable phrases in client conversations to help you consistently capture referable moments.

Coach's Corner

Coach's Corner
Key Phrases to Inspire Action in the New Year

Your ability to inspire action requires you to understand your clients' ongoing thoughts and reflections about how it would feel to work with you.

Jan 07, 2025
Coach's Corner
Ask Open-Ended Questions in Year-End Conversations

You're in the unique position to bring advanced planning ideas to your clients' attention.

Dec 11, 2024
Coach's Corner
Talking Taxes: Deferring Taxes with Tax-Loss Harvesting

Systematic tax-loss harvesting helps investors take advantage of the systemic volatility that is inherent in investing, see investment returns compounding over time and delay tax payments until a later date.

Dec 02, 2024
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