This Valentine’s Day I invite you to think not just about your loved ones, but also about who you are grateful and appreciative for in a broader sense. It’s easy to think about a partner, family, or special friend when Valentine’s Day rolls around – but what about all of those people who support and contribute to your financial services practice? I imagine you are also grateful for your clients, your team, and your professional referral sources – how about showing your appreciation for them as well this Valentine’s Day?

For strategic partners or clients who send you a referral, I highly recommend sending a handwritten thank you card. You can also consider including an additional token of your appreciation, such as a Peet’s coffee card or something similar. While your expression of gratitude doesn’t have to be expensive, it could support your center of influence in sending additional referrals your way because your gratitude in and of itself might feel good to them. (For more on how to support a vibrant referral attraction process, read this blog.)

On the other hand, letting their gesture go unnoticed might make the referral source feel like it either didn’t matter to you, or perhaps that you don’t need additional business. The next time the opportunity to refer someone to you comes up, they might send the referral in a different direction. Have you ever done a favor that went unrecognized, then another opportunity came along to do another favor for the person but you thought twice about it? The same thing can happen with referral sources.

If it’s a top referral (such as an ideal client was referred to you), you have the opportunity to take the gesture a step further and take the person out to lunch to thank them in person, and show a bigger expression of your appreciation which can often turn into additional referrals. Other ideas to go along with a thank you note for a top referral include a small gift or a special get-together such as a round of golf.

My favorite ways to show appreciation is a gift on their birthday, whether a box of chocolates or a bouquet of flowers, a plant, or bottle of wine. This does require a bit of customization, but I find that people respond very well to the extra thought put into it.

I encourage you to think beyond referrals to the other people who support your practice – your team. Who are those employees that support your business and help you achieve what you’re wanting to achieve in your financial services practice? When people feel appreciated and more connected on a team level, their loyalty to the organization grows. Employee appreciation also supports job satisfaction, enjoyment of their role, and feeling valued.

Now that I’ve shared some of my go-to ways to show appreciation, I invite you to spend some time thinking through how you will show gratitude to those who support or contribute to your practice in some way. Just like in your marketing plan where you track events you want to be consistent with, you can create an appreciation plan and calendar opportunities to show your appreciation to clients, professional referral sources, as well as your team.

If you’d like support in this area or any additional areas to help your financial services practice thrive, email me today: susan@susandanzig.com

When I hear advisors talk about the results they provide their clients, their list is often complete after describing only the specific, measurable, financial results. I believe that is a mistake. What is oftentimes missing are the intangible emotional benefits, such as the peace of mind clients often experience once they actually have a financial plan in place. I invite you to carve out time in your calendar to think through the expanded value your clients receive from your services.  Your clients benefit from the comfort of knowing they gain more out of their relationship with you than solely the financial piece of your relationship, and as the advisor you experience a greater level of confidence knowing how you add value to your clients lives in an expanded way.

And not only will your clients be happy knowing they gain even more from their relationship with you, but it’s quite possible the reason clients remain clients for the long run is for the expanded value they receive.

Here’s a story to illustrate what I mean: I was with a client last night who shared with me that one of her clients showed up in her office wanting her counsel, not on a business issue but on a family matter. While the advisor had all the paperwork ready to discuss her client’s financial situation, that was not at all what the client wanted to address with her. Over the years this client had realized that her relationship with this advisor provided valuable input that helped her with life decisions, some of which didn’t directly relate to her financial situation.

A large part of the expanded value clients receive in your relationship with them includes the connection and guidance that advisors are able to provide on a variety of topics based not only on their financial services experience, but their life experience as well. Have you ever had a similar experience with a client?

If you’re curious about the expanded value that you bring to your client relationships, I invite you to ask yourself these questions:

• What are the primary results your clients receive from your services?
• How might these results impact your ideal clients finances?
• How might your ideal clients finances affect their health and wellbeing?
• How might your ideal clients relationships be impacted as a result of their health and wellbeing?
• How might your ideal clients relationships impact their future and potential?

This can also be a valuable team building and appreciation awareness exercise as everyone sees the extent of the value they support clients in realizing.

If you would like support in looking at the expanded value that you bring to the table for your clients, connect with me by sending me an email: susan@susandanzig.com

Though many people focus solely on business goals in their strategic plan for the year, there are 3 important topics I recommend keeping in mind before you get started.

1/ Is it time to revisit your vision?

Given that it’s January and goals are front and center in many people’s minds, it’s a great time to revisit your vision for your business as well as your personal life. Does the vision that you created previously still ring true?

I’d like to share a client story with you to illustrate what can happen when we don’t give ourselves the time and space to re-examine our vision to determine if it’s still in alignment with what we’re truly wanting. Oftentimes, as people get more experienced in their business there’s a certain point where they aren’t ready to think about succession planning or getting a junior advisor – and this is exactly what happened with this client.

I started working with this client when she was 67. At the time, she thought she would work 7 more years, and wanted to use our time together to enhance branding, marketing, and her overall business plan so that she could later sell her practice for the highest price. A few years later, she had her 70th birthday and went on a vacation to celebrate. When she came back from her trip, however, she told me she was ready to retire! So rather than focusing our energy on business development for her already very successful practice, we focused on clearly defining her practice (ideal clients, the culture, and the communities that she served), tier structure, and later discussing the process of determining who would be a good fit to buy her practice.

What she realized was that she had been working from an older version of her vision, assuming that what she had wanted in the past was still true. Succession planning had been nowhere near her mindset. When she had time away from her work, however, she realized that this older version of her vision no longer rang true. I’m happy to say that when I spoke to her a year later, the transition to the new owners was complete and she was ecstatic with her decision and the sense of freedom she was experiencing in retirement.

Now I invite you to ask yourself: could your vision be outdated? When was the last time you truly took time out to think through any changes that you would like to experience or see unfold for your business and your life overall?

2/ What challenges did you have in the previous year?

In addition to revisiting your vision, I also recommend revisiting any challenges that you experienced during the previous year. What went well, and what didn’t go as planned? What worked and what didn’t?

For example: Did you have a desire to generate a certain number of ideal clients from your existing clients, however weren’t able to find a way that was comfortable for you to actually have the conversation and ask? (For more on referral attraction, read this post.)

Furthermore, is there anything going on that you’ve been meaning to create a solution for and but haven’t gotten around to it yet? As you’re producing results and things are working, it’s easy to think – “I should do that!” and then forget to implement it, then remember again, and forget about it again… One solution could be to delegate that item to ensure it finally gets done.

3/ Look for weaknesses in your branding

Finally, look at your branding. Are there any weaknesses in your brand that you’d like to strengthen? One example might be improving your website and social media campaign (or lack thereof), or making sure that all of your marketing channels share a consistent tone and message. Outside of traditional marketing, does the look and feel of your office align with your brand? Your team can also add or detract from your brand, such as a receptionist that needs to be replaced with someone with a better attitude to be the voice of your company.

Not having a well-defined target market is another potential weakness that means you’ll be marketing everywhere, to everyone, hoping that your ideal clients show up instead of to a defined niche (for more on why that’s so important, read this previous post).

Maybe you know you’d like to work exclusively with women going through transition, however you might be afraid to “own” that niche for fear that you won’t attract enough business in that niche to narrow your focus. So instead, you speak generally about your practice and the fact that you want to work with women going through transition might be one of your best kept secrets!

If you’ve noticed a weakness in your branding, or would like help in any of the above areas, I would love to speak with you. Email me today: susan@susandanzig.com

Whether in business or life overall, mindset is the foundation for much of what we attract and experience, and is an area I focus on with each and every one of my clients. I have previously discussed mindset and limiting beliefs, but another area that many people could benefit from is opening their mindset to abundance. I often find that the more open to abundance that we are, the more likely our mindset will come up with new and different ideas to support our goals, whatever they are.

To illustrate the difference an abundance mindset can make, I would like to share a client story with you. I worked with a client who is part of an organization where the average advisor generates revenue at the $300k level. She, on the other hand, is on track to generate 10x that. Impressive, right? The next thing I’m sure you want to know is what she’s doing differently from the rest of her team.

The short answer is that from the beginning she was extremely proactive about stimulating her mindset. She actively looked for what she might need to do differently, and followed through on necessary actions. She was proactive about stretching herself to think bigger and did not use the results of others as a benchmark of success. She sought out coaches and education to help her enhance her mindset, which then gave her the tools and confidence to look beyond her current game. She started at the same level as everyone, but because she actively looked for ways to enhance her mindset, she quickly outpaced her peers.

Often people reach a certain level of success generating a book of business that supports their needs and lifestyle. They have  sense that it’s “good enough” given the amount of time and energy they’re comfortable investing. This can be a limiting belief, which holds you back from achieving even greater levels of abundance. If that idea resonates with you, I invite you to check out this blog post to give you insights into how to eliminate limiting beliefs and instead attract abundance.

Others may have limiting beliefs that leave them afraid to strive for greater abundance because they have a misconception about how much more effort it would take to achieve that next level of abundance. I had a client who was already a partner in a successful investment advisory firm and though he was doing well for himself, was exhibiting signs of the “good enough” type limiting beliefs.

When we created his tier structure for his clients, he was able to clearly see the multiplier effect of how much more revenue he would generate if he brought on a certain number of additional clients. This clarity supported him with stepping into his abundance mindset because he saw exactly what he needed to do to generate those greater results without being held back by a belief that it would require much more time and effort. As a family man with 5 kids, that was a huge concern. I’m happy to say that by shifting his mindset to allow for greater abundance, he still has fantastic work/life balance with plenty of time to be active with his family, and a greater level of revenue in his practice.

No matter what your current situation or goals, an abundance mindset could give you the edge you need to achieve a greater level of success. If you would like support creating an abundance mindset for your practice and life in general, I would love to talk with you.

Time management tends to be one of those areas where there’s room for improvement or mastery for pretty much all of us. Not only do we all have countless (and ever-changing) demands on our time, but when we also need time to work directly with clients, there is an added layer of complexity when we need to switch gears energetically for different business tasks.

I have found that many people don’t know how to evaluate how well their system is working for them. One way to know if your time management system is working is if you’re working the hours you’d like to work and producing your desired results within your desired time frame.

Another question to ask yourself, are you getting quality time outside the office to help you feel rejuvenated when you get back to work? If the answer is no, I would recommend looking at your current time management system and seeing what needs to shift to support healthy balance.

One strategy for time management that I highly recommend to support balance is time blocking. Time blocking is about clarifying which tasks need to be handled and how to most efficiently schedule time to complete those tasks. For example, you might want 3 of your 5 days to be used to solely focus on client meetings and client-related tasks. You may want to use 1 of the 5 days for business-related tasks such as networking with professional referral sources or having a small client event focused around a VIP client introducing you to their colleagues.

Time management and time blocking isn’t just about working more efficiently in your business, but also cultivating balance with your personal life. Everything is related, from taking care of yourself, your business, honoring commitments, being able to handle everything coming in, and delegating appropriately. When we’re blocking time effectively, we are able to get out of the office and enjoy friends, family, and hobbies.

My top tips for time management:

• Time blocking certain days for specific activities.
  • Working with clients is often quite a departure from working on your other tasks or projects related to your business at large. It can be hard to switch gears for each task you need to handle, so organizing similar commitments together can be helpful. Rather than treating every day as the same and scheduling whatever comes up, it can be more efficient to have certain days that are just for clients, and block other entire days for other areas like business development, marketing, following up with professional referral sources, etc.

• Train your team to honor your time blocking method.
  • It’s critical that your team be trained to honor your time blocking method and can make or break the success of your time management system. For example, if you only work with clients on Tuesday, Wednesday, or Thursday, it is important that your team does not schedule appointments on, say, Monday or Friday. In doing so, that would initiate the breakdown in your system. Plus, your clients begin to have expectations that they can manage your schedule.

• Always allow for extra time.
  • Have you ever had a day where you were booked back to back, and then one meeting went late, and your entire day headed toward chaos? Building cushion into your time blocking system is important because as I’m sure you have experienced, it isn’t unusual for things to come up or take longer than we expect.

No matter what state your current time management system is in, I can help you improve it. One client in particular went from working 7 days a week to taking weekends off, vacation time, and even found time to date! Time blocking can be a huge help for balance, not just for your business but also for your personal life. If you would like help improving your time management system and business overall, I would love to speak with you.

With the New Year fast approaching, it’s a natural time to reflect on what you’ve accomplished in the past year as well as what you’d like to achieve in the coming year. I enjoy helping my clients in this area and would like to share some important thoughts to keep in mind as you begin thinking about goals you’d like to set for the New Year.

Clarify your vision for the coming year

Before setting goals, start with your vision. You may already have a vision in place that motivates and inspires you. If so, great! If you had a vision, but lost track of it after jumping into action to move your game forward, you’re in good company. This is actually very common. If you fall into that group, this is good timing to recreate or reconnect with your vision in a way that inspires you to set new goals and take action.

When this vision becomes a reality for you, what will that mean? What will it provide for you? How will it change your life, both professionally and personally to have it unfold? Some people call this your “big why,” since it connects what you’d like to achieve on the surface with your deep, true motivation for reaching the goal.

Milestones along the way

Once you’ve clarified your vision and “big why,” the next step is to consider the milestones that will get you there. What are the high-level milestones you will have reached once you achieve your vision?

• Will you have brought on 10 (or more) new ideal clients over course of the year?
• Will you have hired additional teammates to free up your time?
• Will you have let go of clients who drain your energy?

Once you’ve identified milestones related to your vision, it’s time to create your goals. I love the framework of “SMART” goals, which stands for: Specific, Measurable, Attainable, Realistic and Time-bound.

Below are 10 essential steps to achieving your SMART goals.

1. Make sure your goal passes the S-M-A-R-T test.

2. Align your goals with your values. Without values alignment, you are likely to struggle—if not fail—to implement them.

3. Share your goals with at least one person to set yourself up to stay in action more consistently and to be accountable. Don’t sabotage yourself! Choose only those people who are supportive, positive, and can naturally align with you around your goals.

4. Identify the resources you need to make your goal a reality. For example, if your goal is to free up your time, you’ll need to first clarify exactly what you want to delegate to a new employee and what their qualifications should be. From there you’ll be able to interview effectively and ultimately hire the ideal candidate.

5. Identify ways to save time. Look for shortcuts that can accelerate your progress and support your goals. To do this, do an internal audit. What are your time sucks? What requires a lot of time but doesn’t produce much of a result? From there, ask yourself if those activities are necessary. The goal for delegating would be to free yourself up for high level tasks. An example from a friend of mine: she’s a top producer and “rain maker,” responsible for seven figures plus gross revenue at her business, and she’s stuffing and addressing holiday newsletter envelopes. Though this might seem an obvious waste of time, I’d bet that there are some time sucks hiding in your schedule that once eliminated, would free you up and give you more bandwidth to pursue one of your goals.

6. Detect potential obstacles. Examples might include: excessive distractions during work blocks, limiting beliefs, or simply having more on your plate than you could ever accomplish on your own and resistance to delegating. Take action to clear these hurdles. This can be nearly impossible on your own, which is a reason many of my clients engage me for coaching support. I can help you overcome obstacles you encounter in your practice and improve areas that need strengthening.

7. Pinpoint at least one daily action that supports your SMART goals. The actions we take every day create our future reality. Make sure you’re focused on your desired actions so you’re headed in the right direction toward your intended goals.

8. Establish an empowering support structure for your goals. Ask yourself who in your life can provide you with encouragement, advice, healthy feedback and a willing ear? The person who you want to select is someone who can see the “bigger version” of you, and who can envision you gaining momentum and moving ahead steadily.

This person:

• Is empowering, a great listener, and is excited by your vision for yourself
• Is aligned with you having exactly what you want (and more!)
• Believes your vision is possible
• Leaves you feeling positive and that you can and will achieve what you’re setting out to accomplish

(After sharing something that excites you, this person does not doubt you, or leave you feeling less empowered or capable.)

This is another area that leads many of my clients to work with me. Having an expert coach support you means that you have someone dedicated to your success, as well as someone in your corner who provides the accountability and higher level input that friends, romantic partners, or family members oftentimes lack. If you’d like to know how working with me could help you finally achieve your goals, reach out to me today.

9. Identify rewards for your efforts along the way. A reward could be a vacation, a soak at the hot springs, a new outfit, or simply a nice dinner out. Celebrating and recognizing your achievements is an important way to acknowledge yourself and all that you’ve accomplished along the path to realizing your goals. Plus, rewards make the path to reaching your goals a more fun and nurturing experience!

10. Carve out time in the calendar, right now, to clarify your vision, milestones, and goals for the coming year to set yourself up to win.

If you would like the support of an inspired environment with other motivated advisors, check out my upcoming 2-Day Business Success Intensive. You will have the time and space to clarify your vision, your milestones, and your goals. We will also cover attracting ideal clients, marketing plans, lead generation and sales, as well as mindset for the results you want.

Focusing on building my business for many years has taught me the important role that self care plays in my life. I have also seen the impact of either prioritizing or denying the need for self care in the lives of my clients, and want to share some ways you can incorporate self care practices into your life to support your personal and professional wellbeing.  

Self care is anything we do to support our mental, emotional, or physical health. It helps us maintain balance and is increasingly important the bigger the game you play and the more that others rely on you. Just like the advice on an airplane to put your own oxygen mask, if you don’t take care of yourself first, you will be less able to take care of and support others. One way to tell if a practice or behavior is self care is whether it’s nurtures or depletes you.

Some of the rituals and habits I have worked on practicing to support balance in my life include prioritizing my nutrition, time for exercise, and time for myself. I have found that taking time for myself is critical. If you don’t regularly take time for yourself, I’d recommend trying it out! Whether it’s a night to yourself, or even a lunch (eating in front of your computer does not count!), give it a shot and see how it feels to regularly take time to give yourself the time and space to recharge.

And speaking of lunch, I have also learned the importance of keeping meal breaks on the calendar. I learned this the hard way when I had an assistant who, if I didn’t block time to eat lunch, would book my entire day without time to eat. This was a major learning experience! Not only do I make meal breaks a priority during my workday, but I also prioritize what I am actually eating and strive to eat as nutritiously as possible. I notice a huge impact on my mood, energy, and focus as a result.

Another small but impactful habit I practice is going for short walks throughout the day. They allow me the time and space to rest my brain and move my body. It’s surprisingly refreshing! (Like a meal break, I also recommend blocking time for these short breaks on the calendar.)

Leaving work at the office is another habit I practice regularly. This allows me to unwind on my way home from work and over dinner. I don’t use my evening at home to “catch up” on email or overdue tasks. My work stays at the office.

This is not to say I think working from home is a bad thing! The upside to our modern ability to “work anywhere” via smartphones and laptops can provide flexibility and freedom, however the downside is that it can be easy for work to creep into areas of our lives it shouldn’t, like on vacation or on the couch with our families. Blurred boundaries between work and personal lives means you’re always “on” and you never have the chance to recharge. It is important to respect the dedicated spaces that allow you to separate different areas of your life and give yourself the rest and recovery time that you need to be at your best. Working at home can provide a relaxing environment for a change outside the office, though attention should be paid to maintain your boundary about when you will wrap up your day and shift gears to be present for your personal life.

I invite you to ask yourself: what regular self care practices or habits would help you feel your best?

For more on the importance of boundaries, check out this blog. If you’d like support implementing changes to support your energy management, I would like to speak with you. Email me today: susan@susandanzig.com.

Referrals are one important channel of a personalized marketing plan. Here is a list of ways you can improve the process through which you receive referrals to your financial services practice. I invite you to read through the list below and ask yourself how you are doing in the various areas I have highlighted and be on the lookout for anything you’d like to add to your own process:

1. Excellent client care

In order for your clients to even think about referring their friends and colleagues to you, their own experience with your services must be extremely satisfying.

Areas to take into account with regards to meeting client expectations:

• Start by revisiting your Branded System and confirm that you are effectively delivering on each and every aspect of what you promised you would deliver to clients.
  • If necessary, make note of any areas that need to be refined or included more effectively to support you in delivering on your Branded System.
  • Determine who on your team will be responsible for taking action on any adjustments. (If you don’t have the bandwidth to take additional work on yourself at this point, I invite you to consider if bringing on someone to support you would be possible.)
  • Set a date on your calendar for when you would like to have the desired adjustments implemented and monitor the implementation.

2. Excellent client rapport

Excellent client rapport is part of the foundation for healthy referral attraction and important for several reasons. First, a close and harmonious relationship between you and your client enables them to share their feelings, thoughts, and goals. Nurturing this relationship supports their ability to feel comfortable sharing all of the details of their financial life with you, as well as any relevant personal details that can play an important role. Building trust and confidence supports a strong foundation for your relationship with your client and supports them feeling comfortable referring others to you.

Having good rapport with your client will also make you feel more comfortable asking for referrals. After all, it’s a two-way street!

3. Consistent client education of your brand

Consistent client education around your brand is important so your clients understand the value you deliver overall and can effectively communicate that to others. What I find is that most advisors think that once they initially share the full breadth of the services they provide, the client will remember this information accurately forever. While this would of course be wonderful, is is oftentimes not the case, especially if you offer a comprehensive service model.

For example, if you used the services of a CPA who solely provided accounting services for you, that would likely be simpler to remember than if this CPA also provided comprehensive financial services that included financial planning, investment management, estate planning, college planning, insurance planning, etc. You get the idea. My point is that while you may think that your brand messaging to clients is simple, you shouldn’t assume that it is simple for your clients to remember all the ins and outs of your service model — especially if you don’t educate them about it consistently.

As another example, if you include insurance planning with your overall financial services practice, it is important to share each aspect of the specific insurance product that you can provide for clients, such as life insurance, long term care insurance, disability insurance, key man insurance, etc. If your client feels the need for insurance down the pike, if you’ve already educated them effectively it will be natural for them to speak with you about it rather than going elsewhere. It will also make it more likely that they remember to provide a referral if they hear a friend or colleague mentioning the need for any of these products.

4. Share your goals

This is important so that your clients know that you are interested in growing your practice. When you share your specific goals with your clients, such as one new client per month, if they are raving fans and are happy to have the opportunity to contribute to your success, this conversation might support their mindset in thinking of people in their sphere of influence that could benefit from your services like they have.
On the flip side, if you aren’t sharing your goals with your clients, that can lead them to think that you aren’t necessarily trying to grow your practice or that you might not be looking for referrals or new business.

5. Ask for referrals

A good time to ask for referrals is at the end of a client review or any time they have expressed gratitude for what you are providing.

Once they have given you referrals, the next step is to determine with your client the best way to get introduced, whether it would be through a simple e-mail introduction, a conference call, or an in-person meeting. I recommend simply asking your client what they think would be the best approach to connect you with their referral.

6. Take action to take great care of prospects

This is the important part! Once you have received the referral, quickly take action to follow up with the prospect to schedule an opportunity to discuss their needs.

This action will show your client you treat their referrals as well as your clients and support your client in feeling comfortable continuing to refer others to you.

7. Thank your clients

Expressing gratitude for referrals is an important follow up step with your clients to let them know that you appreciate their referrals. People like to be recognized and thanked for going out of their way to provide a referral. Simple gestures of gratitude can mean a lot!

You can express your gratitude with a simple thank you note. In this digital age, I recommend going the extra mile to send a paper note as emails can get lost in the inbox. If the referral becomes a client and you’d like to thank the client who referred them a second time, you can do that as well. Oftentimes advisors will take their raving fans out for a meal which is a great opportunity to continue to build rapport with them and express your gratitude at the same time.

If you’d like support building a vibrant and effective referral attraction process, I would welcome the opportunity to speak with you. Email me to schedule a phone call: susan@susandanzig.com

One of the biggest challenges financial advisors face is the enrollment conversation. I define enrollment as creating an opportunity for a prospect or client to participate in that they would not have had previously. These conversations can happen at the beginning of an engagement with a new prospect or new client, or with an existing client to expand the way they are using your services. These conversations do involve “sales,” but rather than a pushy, high-pressure style, effective enrollment conversations often involve a more consultative sales style.

Oftentimes people incorrectly perceive sales in the paradigm of the “used car salesman” with high-pressure sales techniques. The result is oftentimes that they don’t look forward to sales conversations because of their preconceived notion of what sales actually is.

Think of an enrollment conversation as a conversation in which you will be asking questions to understand a prospect’s or client’s needs, and they in turn will be finding out how you can help them by meeting those needs. (If your sales skills could use some brushing up, I invite you to go back to this blog: 5 Sales Strategies to Enhance Your Game.)

Here are some important points for an effective enrollment conversation:

• Find out what your prospect needs. Ask open-ended questions.
• Discuss how what you offer meets their needs.
• Have a clear conversation about how you work with your clients to deliver the results they are looking for.
• While the financial advisor is responsible for guiding the flow of the conversation, you want your prospect to feel that they are in charge of the conversation and that you are simply a tool to support them in getting their needs met.

Here is a template you can use to increase the effectiveness of your enrollment conversations.

Having a clear template for an enrollment conversation is crucial, not only to ensure you are closing new clients, but also to make sure that you’re communicating to them the overall value that you can provide to them as their financial advisor.

If you’d like support in improving your enrollment conversations, or building your practice, I invite you to reach out to me! I would love to speak with you. Email me today: susan@susandanzig.com.