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  1. Dwarka Lakhan
    Create a realistic view of how much investment risk they can handle
  2. Dwarka Lakhan
    Be prepared for different attitudes, but avoid stereotyping
  3. Dwarka Lakhan
    Boomers, Gen X and millennials have distinct preferences
  4. Dwarka Lakhan
    Learn more about your clients through conversation, not interrogation
  5. Dwarka Lakhan
    Find out how — and how often — they want to be contacted
  6. Dwarka Lakhan
    Clients are more interested in your value as a person than your technical knowledge
  7. Dwarka Lakhan
    Find out which method each client prefers and review those preferences periodically
  8. Dwarka Lakhan
    Persuading a prospect to become your client requires time, patience and communication
  9. Dwarka Lakhan
    Find out what your clients are thinking or risk losing them to another advisor
  10. Dwarka Lakhan
    To build trust and confidence, put your own expertise aside, and listen