Capitalizing On Financial Planning Opportunities

Linda Strachan, senior vice president at EISI, talks about the upheaval in the economy and the specific financial problems it is causing for clients. Strachan, CFP licensee who holds a Ph.D. computer science, says that the need for financial planning is greater than ever. With clients worried about losses in their nest egg, she encourages advisors to use planning engagements to deepen relationships and gain new clients.

In the second half of the webinar, Scott Farnsworth, who is an estate planning attorney, CFP, president of Sunbridge Legacy Network, and author of several books, says advisors can increase sales dramatically by using story-telling and listening techniques. Clients relate to stories about people, and story telling makes financial and estate planning ideas easer to understand and act on. Farnsworth says his communication tactics not only increase sales but build authentic, meaningful relationships with your clients.