Explain what they get for the money they pay
In order for a discussion to be useful, it must have a structure
The more you know about prospective clients, the better your chances of persuading them to work with you
Working with a narrow market helps position you as an expert
Focus on your clients’ needs rather than what you have to offer
Identify the characteristics that make them your best clients
If your client leaves an employer that offered a defined-benefit pension plan, the client may have options for handling the assets in that plan. Some rules vary from province to province
Some advisors forecast a range of outcomes for clients with private-sector DB plans, ranging through full benefits to partial reduction of benefits to a complete collapse of the plan
Relating experiences about yourself, your values and other clients can help you build trust
Ask if they can afford the costs of being critically ill