Whenever I am interacting with my colleagues the conversation would frequently come up about "closing". Sometimes it's difficult to maintain my intended Way of Being. Any suggestions to avoid getting distracted while not completely ignoring my co-workers?

Article ID: 154
Last updated: 20 Nov, 2019

You have to decide whether your primary allegiance is to your clients or to your company. Who do you think your clients think your primary allegiance is to? Make new friends. Hang out with different people. But, whatever you do, put your clients first and behave like a Trusted Advisor and not a salesperson.


Others in this category
b Under my current model, there are different means of compensation, depending upon the deliverable (I.e., planning fee, % of AUM, insurance commission, other). It seems that the planning fee would logically be part of the Commitment to Hire. When would the other pieces be brought into the discussion?
b I just completed a Group Self-Referral presentation. It went very well. Should I email the participants’ filled-out Ideal Life worksheets to them? If so, what email template should I use?
b Some of my best clients are those who have retired and are using their pension lump sums to fund their retirement income. The markets since 2007 have eroded over half of their pension asset and now their monthly incomes are in real jeopardy of running out. Six years after retiring they may have to go back to work. How can I re-set the stage with them when their goal was to have enough money not to worry and now clearly they do not?? And how do I ask them what their goals are considering that their most fundamental goals are no longer working out.
b How long will it take me to get as good as a 9-year old?
b Prior to hiring Bachrach & Associates, Inc., I had already created several of the deliverables on an annual basis for clients. I have been charging between $500 and $1,000 for this type of planning in addition to AUM wrap fees. Can you help me gain clarity and perhaps some verbiage on why a current client should pay 2x-3x times what they are used to?
» More articles