Let’s talk about prospecting, which is something I think of often. Imagine you meet with a prospective client who was referred to you. You have a great first meeting, learn more about them; you build rapport. Maybe they bring you their financial statements for the first time. Or maybe there is a follow-up conversation, and they share with you steps they have taken on their own or with another advisor. In the past we would typically follow up these first encounters with something in writing that reflects a deeper conversation about their assets – which by the way, differs from what we do today, but we will get to that in a minute. In the past, we would have followed up with a written piece, call it an investment proposal, essentially an outline of our Growth Strategy or Income Growth Strategy.
