When I ask a group of financial advisors to share their thoughts on an ideal client, I often hear things like “willing to take my advice” or “appreciates our planning approach.” What I’m really after ...

Preparation is the key to success when working with high-profile clients. I found the following strategies to be quite useful when selling to a customer who is considered a VIP in the community.

Your business wouldn’t exist without its clients and customers. That’s why it’s crucial for everyone involved in your business to understand your ideal audience. Keeping your customers in mind when ...