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- Title
Growing Your Business: One Step at a Time.
- Authors
Flaxington, Beverly; Slemmer, Michael
- Abstract
The article focuses on the processes in the assessment client's investment. It notes the absence of a disciplined and implemented business-building process as seen from the common practices among financial planners. The application of classic sales techniques such as prospect marketing, cold calling, and unique forms of direct selling has been found a hindrance that prevents traditional sales approaches to take effect. The authors have presented a model as building blocks for effective business vehicles which includes goal setting, differentiation of the firm among other existing related industry, and planning for a client acquisition plan. Moreover, a client referral strategy and spreading influence through public relations may also work in establishing good relationship among clients.
- Subjects
INVESTMENT advisor-client relationships; CUSTOMER relationship management; MARKETING of financial planning services; DIRECT selling; GOAL setting in personnel management; SALES management; TELEPHONE selling; PROFESSIONAL practice; FINANCIAL planning; MARKETING strategy; INDUSTRIAL efficiency; INDUSTRIALIZATION
- Publication
Journal of Financial Planning, 2009, p20
- ISSN
1040-3981
- Publication type
Article