Next video:
Loading the player...

Looking for attractive new clients? You don’t need a fancy sales pitch. Just prepare a simple approach that shows what you can do for them.

For starters, talk about your fees. Be precise and explain how you arrive at your numbers. Consider posting your fees on your firm’s website, as this provides transparency that new clients will appreciate.

Don’t be condescending. It’s easy to tell when someone is talking down to you or evading certain details. Use words like “asset allocation” and “diversification” that will help a client understand the investment methods you’re explaining. Words like “alternatives” are ambiguous and less helpful. Be as clear and straightforward as possible, especially with millennials who don’t want to be schmoozed or overwhelmed with numbers.

Be available at all times. Today’s investors want to check up on their investments whenever the mood strikes them. Alert clients to economy and market changes, and how those changes impact them.

Finally, determine what you can do for potential clients. Ask about their needs, and then explain how your services fill those needs.

  1. No results found.
Related Articles
  1. Financial Advisor

    How to Impress Clients: The First Meeting

    When meeting a prospective client you don’t want your first impression to be your last. Here are some tips to make sure there's a second meeting.
  2. Financial Advisor

    Top 3 Things NOT to Say to Clients

    Steadily growing your client roster can be tough these days. Communicating effectively with customers should be one of your top priorities.
  3. Financial Advisor

    How to Handle Your First Meeting with a Client

    Here's what financial advisors should do in an initial client meeting to start off on the right foot.
  4. Financial Advisor

    Manage Your Clients' Expectations

    You can't control how they react to the market, but you can help them understand the reality of the situation.
  5. Tech

    Tips for Breaking the Ice with New Clients

    Tips and methods to ensure a successful start to client/advisor relationships.
  6. Personal Finance

    When (And How) To Fire A Client

    Firing the clients who take more of your time and effort than the revenue they contribute is a great way to improve your bottom line.
  7. Financial Advisor

    How to Break the Ice with New Clients

    Conducting an effective, initial client–advisor interview is an essential part of any advisor’s job. Here are a few tips on how to get started.
  8. Financial Advisor

    Top Tips for Inheriting a Book of Clients

    Inheriting another advisor's book of clients can be a big boon. Here are some tips on how to handle the transition.
  9. Financial Advisor

    Toughest Questions Clients Ask Advisors

    Here are some of the toughest questions clients ask and how advisors should answer them.
  10. Tech

    How to Avoid Scaring Off Prospective Clients

    It's easy to inadvertently intimidate or confuse potential clients. Here's what not to do on your initial meetings with would-be prospects.
Hot Definitions
  1. Exchange-Traded Fund (ETF)

    A security that tracks an index, a commodity or a basket of assets like an index fund, but trades like a stock on an exchange.
  2. Net Present Value - NPV

    Net Present Value (NPV) is the difference between the present value of cash inflows and the present value of cash outflows ...
  3. Return On Equity - ROE

    The amount of net income returned as a percentage of shareholders equity. Return on equity measures a corporation's profitability ...
  4. Bond

    A bond is a fixed income investment in which an investor loans money to an entity (corporate or governmental) that borrows ...
  5. Whole Life Insurance Policy

    A life insurance contract with level premiums that has both an insurance and an investment component. The insurance component ...
  6. Compound Annual Growth Rate - CAGR

    The Compound Annual Growth Rate (CAGR) is the mean annual growth rate of an investment over a specified period of time longer ...
Trading Center