A tale of 3 advisers: How to close with a new client

07/29/2013 | Advisor Perspectives

A columnist relates a conversation with a wealthy acquaintance who'd been pitched for his business by three investment advisers, and how he made his choice. All of the advisers were impressive and had done their homework, according to the prospect, but two fell back on generalities when discussing their money management strategies. The client chose the adviser who translated strategy into specific suggestions about his financial situation -- and offered client references.

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