Turning Prospects Into Clients

This episode focuses on leveraging technology to create efficient and standardized workflows and processes to move contacts through the prospecting pipeline and have them emerge as loyal clients.

We are grateful to LPL for co-hosting and sponsoring this episode and appreciate their insights on utilizing defined workflows as a foundation for building technology solutions.

Both of our program management guests are from top-tier programs and are responsible for driving revenue growth.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

  • Arthur Osman, EVP Institution Services Business Consulting at LPL
  • Brad Johannes, VP Wealth Management at DECU Investment & Retirement Services
  • JC Murray, SVP at First Interstate Bank

Sponsoring Partner:

LPL

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: SSRI

Meeting Client Communications Expectations

The initial and primary source of communications with a client is the advisor. However, there are multitudes of additional ancillary communications that must be conducted with a client to evolve and manage the relationship. Some of these communication types include onboarding, compliance, marketing, account management, etc. 

These necessary communications can be executed through a variety of digital means or by physical mailings. These ancillary “touches” must be expertly planed, monitored, and managed if they are to create the desired professional client experience.

Smart organizations will take inventory of every client communication touchpoint and make sure they are leveraging every one of these communications for optimal relationship development.

This discussion will delve into how to expertly manage these communications in a way that will meet, and ideally exceed, client expectations.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

  • Anna Hockett – Sr National Account Executive at Doxim
  • Scott Orr – VP Strategic Accounts at Doxim
  • Don Clark – Regional Manager at Wintrust
  • Teo Trandafir – Director, Investment Services at UW Credit Union

Sponsoring Partner:

Doxim

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: SSRI