Episode 0.4 : 10/10/2016

Stop hoarding unprofitable clients

miniseries-ep-4-header

Steve Moore

President
Moore Solutions

Hosts:

Matt Smith
Managing Director
BMO Global Asset Management

Ben D. Jones
Managing Director – Intermediary Distribution
BMO Global Asset Management

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Thank you for your interest. We look forward to helping enhance your client conversations.

Miniseries episode 4:
Stop hoarding unprofitable clients

In part 4 of our “Building an effective practice” miniseries with Steve Moore, we discuss the often uncomfortable topic of how to disengage with unprofitable clients, the value of referrals, and dealing with emotional attachment to clients. Listen in as Matt Smith interviews practice management expert Steve Moore on topics from his book, Ineffective Habits of Financial Advisors and the Disciplines to Break Them.

In this episode:

  • How to determine if a client is profitable or not
  • Other possible reasons to keep an unprofitable client
  • Thinking about brand erosion and brand creation
  • Dealing with emotional attachment to clients
  • How to start the disengaging process

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