Speaker profile last updated by AAE Talent Team on 01/27/2024.
Today’s financial adviser understands that it costs far more time and effort to convert a prospect into a client than it does to convert an existing client into a flag waving advocate. But consider the personal fulfillment involved as well. It can be draining and anticlimactic to be perpetually convincing new people to work with you. Why not work more effectively with the people who are already convinced and let them do the convincing on your behalf? The real value in a client relationship is not in the initial commissions you earn, it’s in the commitment the client demonstrates to you over the lifetime of your relationship.
There are no silver bullets when it comes to referrals. They are not realized because of clever phrases or by asking your clients well timed questions. Most referral approaches are transparent and make the advisor look needy and put the clients on the spot. Top advisers attract a steady stream of referrals because of reciprocation felt by their clients, not because of obligation.
In this presentation you will learn how to:
The presentation’s length can be customized from 60 to 120 minutes.
There is a big difference between a customer and a client. A customer is someone who has a portion of their business with you while a client is someone who has empowered you with their entire range of needs. Never before has it been more important for advisers to view their customers as their most valued prospects and develop a plan that enables them to position themselves as their clients’ sole solution provider.
Participants will develop an actionable plan for converting their occasional customers into loyal clients and referral generating advocates by learning how to:
The presentation’s length can be customized from 60 to 120 minutes.
Are you one of the many financial advisors who have referred clients to accountants or lawyers over the years but have gotten virtually nothing in return? You would think that – based on the law of reciprocity – that giving would start the receiving process. But that is often not the case. Often it’s a one way street.
This presentation will examine why strategic partners don’t refer and will guide you through a 13-step process on how to turn them into flag-waving advocates.
The presentation length can be customized from 60 to 120 minutes.
After years of consulting with many of the most successful advisors, especially during this recent period of unprecedented turbulence and uncertainty, Duncan MacPherson has taken that experience and created a presentation that helps advisers thrive rather than just survive, and in the process, take their client acquisition results to the next level. In the Cracking the Code – Mastering the Client Acquisition Process presentation, Duncan focuses on three essential components that virtually all financial advisers can use to identify untapped opportunities that exist in their respective businesses.
Duncan Macpherson is a keynote speaker and industry expert who speaks on a wide range of topics such as Fast Track to Referrals, Breakthrough Business Development, One Way Street: Generating Steady Referrals from Accountants, Lawyers and Affluent Clients and Cracking the Code: Mastering the Client Acquisition Process. The estimated speaking fee range to book Duncan Macpherson for your event is $10,000 - $20,000. Duncan Macpherson generally travels from KelownaCanada and can be booked for (private) corporate events, personal appearances, keynote speeches, or other performances. Similar motivational celebrity speakers are Afterburner, Tony Alessandra, Jordan Goldman, Robert Cialdini and David Nour. Contact All American Speakers for ratings, reviews, videos and information on scheduling Duncan Macpherson for an upcoming live or virtual event.
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