Advisors have developed countless ways to introduce themselves to prospective clients and describe what professional services they offer. Some introductions work well while others do not. For those advisors who are able cultivate a prospect’s interest, the next step is to explain the advisor value propositions: how the work is done and what the process includes. This column provides a discussion of some newer concepts that some advisors may want to consider to help improve client acquisition and retention skills.
David F. Pierce, MSFS, MSM, MA, CLF, ChFC, CLU, has earned master of science degrees in both management and financial services, as well as the Chartered Leadership Fellow, Chartered Financial Consultant, and Chartered Life Underwriter designations from The American College. He earned a master of arts in communication from The University of Minnesota. David has taught at Middle Tennessee State University and Western Kentucky University, and is currently an adjunct professor at The American College. He wrote Five Pillars of a Tremendous Life. His 38-year career includes numerous roles from advisor to CEO in the United States, Southeast Asia, India, and New Zealand.