Mastering the "pivotal moment" in a client pitch

04/11/2013 | FPAnet.org/Practice Management Center blog

Every adviser should learn to recognize and master the "pivotal moment" in a meeting with a prospective client. That's the moment when the prospective client recognizes value in what he or she is hearing, writes Daniel C. Finley, president of Advisor Solutions. Finley lists several questions that can keep prospective clients focused and interested and help your proposal click with them.

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