Keeping Clients for Life

A successful financial planner is someone who does more than justcrunch numbers and present an annual investment plan to clients.There is a psychological component to effective client care as wellas to issues involving clients' overall financial well-being.People skills, as well as financial planning skills, are necessaryto build a successful financial planning business. Thiscomprehensive guide teaches both new and veteran financialprofessionals how to relate to their clients in meaningful ways,thus growing their business by increasing the long-term retentionof those clients. Offered here are insights into such issues as howto determine which clients to accept, how to propose a plan clientscan use, how to tread carefully in family situations, how todevelop sensitivity and communications skills, and how to work withthe media and recognize the importance of building your businessone lasting relationship at a time.

Karen Caplan Altfest, PhD, CFP (New York, NY), is Vice President ofL. J. Altfest & Co., a financial planning and investmentmanagement firm. She is also the Director of the Financial Planningand Investments Program at the New School.

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