Sales & Marketing
At some point in their careers, advisors will probably have to speak in front of a group. How do you take the pain out of public speaking? ThinkAdvisor interviews speech-preparation expert Bernie Swain for his advice on such topics as how to connect with an audience, whether to adlib within a speech, and how to reduce pre-speech anxiety. See the full Q&A below. Also, writing personal letters to clients acknowledging a milestone in their life can be an opportune way to segue into a request for referrals, notes an article at Financial Planning. The marketing and business development director at Pence Wealth Management tells the publication: Use high-quality stationery, and send chocolate or flowers with the note. Read the full story below.
Bernie Swain: Keys to Great Speeches and How Not to Bore Clients
By Jane Wollman Rusoff
Americans set the Internet ablaze speaking out on Twitter. Yet speaking live to a crowd in public is still their No. 1 fear. To get the word from an expert on how to prepare, present and benefit from making a speech, ThinkAdvisor interviewed Bernie Swain, co-founder and chair of Washington Speakers Bureau. His clients include Ronald Reagan, George H.W. Bush, George W. Bush, the last six prime ministers of England, John F. Kerry, Gen. Norman Schwarzkopf, Gen. Colin Powell, Robert Reich and Ben Carson.
How to write million-dollar missives
By Miriam Rozen
Long before she writes letters to clients, Anne Godfrey’s firm has already asked them about the timing of their milestones such as when they will complete house purchases, reach retirement dates or celebrate a child’s graduation. Then Godfrey, the marketing and business development director at Pence Wealth Management in Newport Beach, California, dispatches missives to the clients after those events occur.