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The Golden Hour

The Golden Hour

March 3: 12:00 pm1:00 pm Virtual

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Clients mentally leave their financial professionals months before their money does. This is how those financial professionals might win them back while they still have time.
Losing a top client is never a pleasant experience. Worse still, research shows that 72.2%1 of financial professionals lose one top client per year. This makes everyone have to run harder just to maintain present production levels, and it hamstrings organic growth. However, research shows it does not have to be this way and that it is surprisingly simple and easy to maintain top clients—the very clients that form the foundations of the viability of financial professionals’ businesses. In fact, by breaking one bad habit and making another, financial professionals can easily maintain client relationships for their careers. Most client retention models are so intensive and time consuming as to prevent most financial professionals from ever using them.
“The Golden Hour” model aims to deliver maximum benefit at a truly implementable level.
Program Toolbox: From principles to practice
  • Keynote presentation 50 Minutes
  • Keynote summary summarizes the problem and a potential solution and also provides research highlights
  • ‘”The Golden Hour’ Implementation Guide” designed to help financial professionals apply the lessons of this program to their own books of business

 

Research highlights:
  • The 80/20 rule is effectively true when it comes to from where financial professionals earn their incomes. 22.8% of clients deemed “top” or “Anchor” clients by financial professionals were said to provide the majority of their incomes.1
  • 72.7% of financial professionals lose one of these top clients each year, and 61.3% of those financial professionals were “surprised” by the departure.1 They could not see it coming.
  • 32.4% of financial professionals consider this problem ”severe,” and an additional 64.2% regard it as ”problematic.”1
  • Here’s the good news: Our research shows 4+ personal contacts per year are enough to stop these client losses.2 The key here is personal; the personal touch is the golden touch. ”The Golden Hour” aims to provide an impactful and efficient methodology to get this done.

 

1. Source: Study of 405 financial professionals, as conducted by R.A. Prince & Associates, Inc. under proprietary contract of Invesco Global Consulting during the second half of 201. Used with permission.

 

 2. Source: Study of 213 affluent investors with >$1M in investable assets, conducted by R.A. Prince & Associates, Inc. under proprietary contract of Invesco Global Consulting during the fourth quarter of 2016. Used with permission. Contact = any form of interactive contact including telephone interactions, in-person meetings, text messages and/or email exchanges.

 

Speaker:

 

Director of Creative Campaigns, Invesco
Qualifications:
  • CFA Institute Professional Learning Credit Hours: 1
  • CFA Institute Competency Framework Skill = Business Development + Career Management

 

Registration:
  • CFAW Member: FREE
  • Non-Member: $30

 

Contact events@cfawashington.org with any questions.
This event is FREE to CFAW Members, presented in partnership with Invesco.

Details

Date:
March 3
Time:
12:00 pm – 1:00 pm
Event Category:

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