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Use a Pitchbook

07:30AM Dec 01, 2008 in category Tip of the Day by AdvisorMax

Pitchbooks should highlight your planning wisdom and your process and procedures; most important, they should address how this process has an impact on the prospective client's financial planning issues. --Scott Schutte

You need to develop a consistent planning and wealth management process, and you must be able to articulate how this process would impact your prospects' financial goals. One way to do this is to use a pitchbook or other materials to provide information about you and your planning process. Pitchbooks should highlight your planning wisdom and your process and procedures; most important, they should address how this process has an impact on the prospective client's financial planning issues. Your ability not only to execute, but also to explain and illustrate your process will play a significant role in luring clients away from their incumbents.

-Scott Schutte, vice president of wealth management consulting at Commonwealth Financial Network, in How to Demonstrate Your Value to Boomers

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