{"product_id":"keeping-clients-for-life-hardback-9780471408819","title":"Keeping Clients for Life (Hardback) 9780471408819","description":"\u003cfont face=\"Georgia\"\u003e\r\n\u003cp\u003e\u003cfont size=\"6\"\u003eKeeping Clients for Life\u003c\/font\u003e\u003cbr\u003e\r\n\r\n\r\n\r\n\r\n\r\n\u003c\/p\u003e\n\u003cp\u003e\u003cfont size=\"4\"\u003eKaren Caplan Altfest (Author)\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e9780471408819, Wiley\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eHardback, published 27 July 2001\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003e240 pages\u003cbr\u003e23.8 x 16.1 x 2.1 cm, 0.508 kg\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\r\n\u003cp align=\"justify\"\u003e\u003cem\u003e\u003cfont size=\"3\"\u003eAltfest does an admirable job of detailing the important and often overlooked part of being a successful financial advisor: the human component.--Research Magazine\u003c\/font\u003e\u003c\/em\u003e\u003c\/p\u003e\r\n\r\n\u003cp align=\"justify\"\u003e\u003cstrong\u003e\u003cfont size=\"3\"\u003eA successful financial planner is someone who does more than just crunch numbers and present an annual investment plan to clients. There is a psychological component to effective client care as well as to issues involving clients' overall financial well-being. People skills, as well as financial planning skills, are necessary to build a successful financial planning business. This comprehensive guide teaches both new and veteran financial professionals how to relate to their clients in meaningful ways, thus growing their business by increasing the long-term retention of those clients. Offered here are insights into such issues as how to determine which clients to accept, how to propose a plan clients can use, how to tread carefully in family situations, how to develop sensitivity and communications skills, and how to work with the media and recognize the importance of building your business one lasting relationship at a time.\u003cbr\u003e \u003cbr\u003e Karen Caplan Altfest, PhD, CFP (New York, NY), is Vice President of L. J. Altfest \u0026amp; Co., a financial planning and investment management firm. She is also the Director of the Financial Planning and Investments Program at the New School.\u003c\/font\u003e\u003c\/strong\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003ePreface.\u003cbr\u003e \u003cbr\u003e Acknowledgments.\u003cbr\u003e \u003cbr\u003e Introduction.\u003cbr\u003e \u003cbr\u003e First Meeting: On the Telephone.\u003cbr\u003e \u003cbr\u003e Sitting Down with Your Prospects: The Initial Consultation.\u003cbr\u003e \u003cbr\u003e Beginning the Process.\u003cbr\u003e \u003cbr\u003e Working with Clients.\u003cbr\u003e \u003cbr\u003e Frequently Recurring Client Fears and Glitches.\u003cbr\u003e \u003cbr\u003e Being Available.\u003cbr\u003e \u003cbr\u003e Presenting the Plan.\u003cbr\u003e \u003cbr\u003e Follow Up.\u003cbr\u003e \u003cbr\u003e The Media is the Message.\u003cbr\u003e \u003cbr\u003e Service is Key.\u003cbr\u003e \u003cbr\u003e Three Ways to Rate Yourself.\u003cbr\u003e \u003cbr\u003e Appendix: Financial Questionnaire.\u003cbr\u003e \u003cbr\u003e Index.\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\u003cp\u003e\u003cfont size=\"3\"\u003eSubject Areas: Finance \u0026amp; accounting [\u003ca title=\"See our other books on Finance \u0026amp; accounting\" href=\"https:\/\/freshlyprintedbooks.co.uk\/search?q=%22Finance%20\u0026amp;%20accounting%20%5BKF%5D%22\"\u003eKF\u003c\/a\u003e]\u003c\/font\u003e\u003c\/p\u003e\r\n\r\n\r\n\u003c\/font\u003e","brand":"Wiley","offers":[{"title":"Brand New","offer_id":52293470617880,"sku":"9780471408819","price":31.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0730\/2037\/5320\/files\/9780471408819.jpg?v=1781640894","url":"https:\/\/freshlyprintedbooks.co.uk\/products\/keeping-clients-for-life-hardback-9780471408819","provider":"Freshly Printed Books","version":"1.0","type":"link"}