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  1. Dwarka Lakhan
    Go beyond “know your client” and find out as much as you can about your clients
  2. Dwarka Lakhan
    An antagonistic relationship can be draining, both financially and emotionally
  3. Dwarka Lakhan
    Create a realistic view of how much investment risk they can handle
  4. Dwarka Lakhan
    Be prepared for different attitudes, but avoid stereotyping
  5. Dwarka Lakhan
    Boomers, Gen X and millennials have distinct preferences
  6. Dwarka Lakhan
    Learn more about your clients through conversation, not interrogation
  7. Dwarka Lakhan
    Find out how — and how often — they want to be contacted
  8. Dwarka Lakhan
    Clients are more interested in your value as a person than your technical knowledge
  9. Dwarka Lakhan
    Find out which method each client prefers and review those preferences periodically
  10. Dwarka Lakhan
    Persuading a prospect to become your client requires time, patience and communication