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©Vestment Advisors Inc. 2005-2009 all rights reserved 1

7 Things Advisor’s Screw 7 Things Advisor’s Screw Up in the First Client Up in the First Client

MeetingMeeting

Vestment Advisors7935 Stone Creek Drive #120Chanhassen, MN 55317(952) 401-1045www.vestmentadvisors.com

June 4, 2009June 4, 2009

Katherine Vessenes, J.D., CFP®, RFCPresident, Vestment Advisors

©Vestment Advisors Inc. 2005-2009 all rights reserved 27 Things Advisor’s Screw Up7 Things Advisor’s Screw Up

Katherine Vessenes According to Dearborn Press, Katherine Vessenes is “America’s Leading Authority on Building the Multimillion-Dollar Practice.”

Entertaining and always full of practical suggestions to help advisors make their businesses more profitable with less effort, Katherine Vessenes knows how to keep an audience energized, involved and motivated to take action. Reviews consistently rate her among the top presenters at financial events.

Katherine takes topics that can often be complicated and boring--like compliance, practice management or marketing systems--and makes them easy to understand, yet lively and entertaining for the audience. Says Katherine, “I don’t feel like I have succeeded, unless each person gets a piece of information they can use to make their business more profitable and their life easier.”

The Creator of the No-Sell Sale™, Katherine uses her personal experiences as a top financial advisor and consultant to help her audiences achieve an easy, almost effortless sale. “We have a bumper-to-bumper approach for transforming a practice into a business. Her success with this system helped her become a well-known industry leader on making your practice more profitable, attracting more clients, and staying out of trouble at the same time.

Katherine is also a nationally known expert on the legal, ethical and compliance issues facing financial advisors. She is fond of saying: “I have never seen a compliance regulation that we couldn’t turn into an marketing advantage.”

After getting her securities, RIA and insurance licenses in 1984, Katherine left personal financial planning in 1989 to become Vice President and Officer of the IDS Mutual Fund Group (now Ameriprise) where she was legal counsel to Gerald Ford, and other Fortune 20 CEOs. Later she created two ethics programs for advisors with American Express, in conjunction with the ICFP. She has also served on the CFP® Board of Ethics and Professional Responsibility and for two years consulted with a large broker/dealer on standardizing her “No-Sell Sale” system across their sales force.

In addition to running her own business, Katherine is an attorney, popular industry consultant and has authored three books: Protecting Your Practice, The Compliance and Liability Handbook, and the just released: Building Your Multimillion-Dollar Practice, which she co-authored with her husband and business partner, Peter Vessenes.

“Katherine Vessenes is America’s best known authority on the legal, ethical and compliance issues facing financial advisors.” Bloomberg


Introduction

http://www.invest-store.com/vestmentadvisors/




Introduction


1. Too Much Time Chit-Chatting

Time is your inventory Wasting 25 minutes with just 3 clients in one

week = one less client per week. Costing you thousands of dollars in sales - every

week!


2. Not Using an Agenda

Allows you to control the meeting Reduces prospect’s fear Shows your professionalism Keeps the meeting on track and helps you stay

focused Serves as crib notes to make sure you cover the

most important topics Increased efficiency


3. Not Controlling the Meeting & the Space Financial Services is a lot like theatre Assume the Sale Examples of WOW/not WOW Client Experience


4. Not Focusing on the Marketing Genius

Who is the marketing genius? How to focus on the marketing genius Questions to ask

Goals Concerns Expectations


5. Not Using Follow-Up Notes

Here are things that I would normally cover in the notes: Top 3 financial goals Top 3 financial concerns Any other pressing issues Their expectations Special circumstances The next steps Date of next meeting


6. Not Differentiating Yourself and Your Firm with a Compelling Story

We’re the Best! Best performance Sample Compelling Story


7. Failing to Set the Stage for Referrals

My favorite marketing strategy is always word-of-mouth advertising, or referrals

The first meeting is the perfect time to start planting the seeds that your business grows mostly by referrals


Summary

Vestment AdvisorsVestment Advisors7935 Stone Creek Drive, Suite 120Chanhassen, MN 55317(952) 401-1045 office(952) 470-7989 faxwww.vestmentadvisors.com

http://www.invest-store.com/vestmentadvisors/ Katherine VessenesJ.D., CFP®, RFCPresident, Vestment Advisors



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