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- catalog abstract ""Karen C. Altfest, a leader in the financial field who helped build a nationally recognized firm in New York, raises financial planning to a new level in Keeping Clients for Life: How to Build a Successful Financial Practice. New and veteran financial professionals alike will find this an invaluable guide to retaining clients and building a successful financial practice.". "This guide will help you connect with clients in meaningful ways by developing your "people" skills as well as your financial planning skills. The author shares insights on how to work with other professionals, clients' families, and especially members of the media. Altfest takes you through the intricacies of planner-client relationships and shares tools and techniques that have made her practice successful.". "Following the examples set in this book will help all financial planners earn the confidence of their clients and improve the relationships forged with them. Whether you're helping a family save for their child's education or planning a client's retirement, learning how to deal with their questions, fears, goals, and lifestyles will make you a better financial advisor. Most importantly, it will also help you create a bond with your clients that could last a lifetime."--BOOK JACKET.".
- catalog alternative "Keeping clients for life".
- catalog contributor b12242612.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description ""Following the examples set in this book will help all financial planners earn the confidence of their clients and improve the relationships forged with them. Whether you're helping a family save for their child's education or planning a client's retirement, learning how to deal with their questions, fears, goals, and lifestyles will make you a better financial advisor. Most importantly, it will also help you create a bond with your clients that could last a lifetime."--BOOK JACKET.".
- catalog description ""Karen C. Altfest, a leader in the financial field who helped build a nationally recognized firm in New York, raises financial planning to a new level in Keeping Clients for Life: How to Build a Successful Financial Practice. New and veteran financial professionals alike will find this an invaluable guide to retaining clients and building a successful financial practice.".".
- catalog description ""This guide will help you connect with clients in meaningful ways by developing your "people" skills as well as your financial planning skills. The author shares insights on how to work with other professionals, clients' families, and especially members of the media. Altfest takes you through the intricacies of planner-client relationships and shares tools and techniques that have made her practice successful.".".
- catalog description "Financial Well-Being -- The Financial Planning Wheel -- The Circle of Life -- Psychological Underpinnings -- First Meeting: On the Telephone -- What Do Prospective Clients Really Want? -- Getting to Know Prospective Clients in a Phone Call -- Allowing Callers to Open Up -- Setting Up the Interview -- Should You Send Out a Questionnaire Before Seeing the Client? -- Who Is Likely to Come Aboard; Who Is Unlikely to but May Crop Up Like a Weed Every Other Season -- Prospects You Do Not Want to Become Clients -- Be Sure You Have Covered This in the First Telephone Conversation -- Sitting Down with Your Prospects: The Initial Consultation -- Transitioning -- Your Office as a Stage Set -- The Credibility Wall -- The In-Office Meeting Agenda -- Overcoming Prospects' Fears -- Comfort for the Stomach and the Spirit -- Two Planners Can Be Better Than One -- Do Not Be Judgmental or Critical (What! You Are 49 and You Have Not Planned!) -- Selling Yourself -- Providing the Right Amount of Feedback -- The "T" Word--Trust -- Beginning the Process -- Helping Clients Set Goals -- Fleshing Out the Goals -- Getting to Know Themselves -- Accepting Where They Are versus Moving Forward -- What Would You Like If You Could Have Anything? -- My Accordion Concept: Minimum, Merely Satisfactory, and Most Lavish Goals -- Working with Clients -- Family Problems -- Treading that Fine Line in Family Situations -- Should You Be the Negotiator? -- Mom and Pop as Advisors -- Getting Too Close: If You Are Too Much Like Them, They Will Not Come Back.".
- catalog extent "xv, 223 p. :".
- catalog hasFormat "J.K. Lasser pro keeping clients for life.".
- catalog identifier "0471408816 (cloth : alk. paper)".
- catalog isFormatOf "J.K. Lasser pro keeping clients for life.".
- catalog isPartOf "J.K. Lasser pro series".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "New York : Wiley,".
- catalog relation "J.K. Lasser pro keeping clients for life.".
- catalog subject "332.6/068/8 21".
- catalog subject "Customer relations.".
- catalog subject "Finance, Personal.".
- catalog subject "HG4529 .A48 2001".
- catalog subject "Investment analysis.".
- catalog tableOfContents "Financial Well-Being -- The Financial Planning Wheel -- The Circle of Life -- Psychological Underpinnings -- First Meeting: On the Telephone -- What Do Prospective Clients Really Want? -- Getting to Know Prospective Clients in a Phone Call -- Allowing Callers to Open Up -- Setting Up the Interview -- Should You Send Out a Questionnaire Before Seeing the Client? -- Who Is Likely to Come Aboard; Who Is Unlikely to but May Crop Up Like a Weed Every Other Season -- Prospects You Do Not Want to Become Clients -- Be Sure You Have Covered This in the First Telephone Conversation -- Sitting Down with Your Prospects: The Initial Consultation -- Transitioning -- Your Office as a Stage Set -- The Credibility Wall -- The In-Office Meeting Agenda -- Overcoming Prospects' Fears -- Comfort for the Stomach and the Spirit -- Two Planners Can Be Better Than One -- Do Not Be Judgmental or Critical (What! You Are 49 and You Have Not Planned!) -- Selling Yourself -- Providing the Right Amount of Feedback -- The "T" Word--Trust -- Beginning the Process -- Helping Clients Set Goals -- Fleshing Out the Goals -- Getting to Know Themselves -- Accepting Where They Are versus Moving Forward -- What Would You Like If You Could Have Anything? -- My Accordion Concept: Minimum, Merely Satisfactory, and Most Lavish Goals -- Working with Clients -- Family Problems -- Treading that Fine Line in Family Situations -- Should You Be the Negotiator? -- Mom and Pop as Advisors -- Getting Too Close: If You Are Too Much Like Them, They Will Not Come Back.".
- catalog title "J.K. Lasser pro keeping clients for life / Karen Caplan Altfest.".
- catalog title "Keeping clients for life".
- catalog type "text".