Sales & Marketing
Competition among RIAs has grown, and Kimberly Sanders, director of business consulting services at Charles Schwab, tells WealthManagment.com that the biggest challenge advisors face is “finding ways to differentiate themselves.” She notes that they “fall into the trap of trying to be all things to all people, instead of digging deep to identify the qualities that make their specific firm irresistible to their ideal clients.” See a link to the entire Q&A below. Also, advisor Sarah Boston has found that one of the ways to make connections with clients or prospects is through their taste buds. At a recent Raymond James women’s symposium, she talked to participants about the well-received cooking classes, tastings and other food events she has offered. “If you sit down over a meal, which is nourishing for the soul and the body, it’s a connecting event,” she said. See the full story at Financial Advisor below.
Q&A: Charles Schwab’s Kimberly Sanders
Kimberly Sanders: The biggest marketing challenge I’ve seen RIAs face in recent years is finding ways to differentiate themselves in a field crowded with quality and compassion. Over the last 10 years, we’ve seen a migration from the traditional wealth management channels to independence, and RIAs clearly have the winning model. What was once seen as a trend has become a movement. As the industry has grown, so has the competition.
Want To Please Clients And Prospects? Try The Gourmet Approach
By Dorothy Hinchcliff
Source: Financial Advisor
Successful advisors often find creative ways to build their businesses. Take advisor Sarah Boston, for example. “I built my career dragging my husband along doing cooking classes for women,” said Boston, branch manager and financial planner for Bookends Financial Planning, based in Indianapolis, Ind., and affiliated with Raymond James Financial Services. “It was a great ice breaker. Food is a connector. It always means something to people.”