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- Title
The New Adviser's Strategy for Working with Circles of Influence.
- Authors
Allison, Dan
- Abstract
The article looks at business development strategies for new financial planners. The author notes the standard recommendation of seeking clients and referrals from among existing personal and professional acquaintances, termed the "circle of influence." He says this can be difficult, in part because the new financial planner's lack of experience represents a significant negative factor. He suggests using a structured interview, which he calls an "interactive survey," as an effective way to communicate with acquaintances about a new financial-planning business. He presents a sample of the interview, which aims to inform people about the undertaking and get feedback without pressuring them for business or referrals.
- Subjects
MARKETING of financial planning services; NEW business enterprises; BUSINESS development; INTERVIEWING; FINANCIAL planning; BUSINESS referrals; SOCIAL networks; CLIENTS; VOCATIONAL guidance
- Publication
Journal of Financial Planning, 2013, Vol 26, Issue 2, p16
- ISSN
1040-3981
- Publication type
Article