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Part 1 - The E.N.C.O.R.E. Interview: How to Get the Most Out of Your Client and Prospect Meetings
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Abstract
Whether your Wealth Management Process is an all encompassing financial plan or targeted at a specific segment of the wealth planning spectrum, you need to be consistent and organized in the way you gather client and prospect information. The E.N.C.O.R.E. Interview is designed to give you the necessary edge to be able to conduct consistent interviews that help produce the interactions and results you need to build a top notch, client-focused practice. In this article, we will introduce you to our 6 phase process and over the next few weeks we will build on this approach and show you how to use it in your own client and prospect interviews.
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About Rob Brown
Rob Brown, founder and CEO of Encore Partners, is deeply committed to innovation, success and fun in the financial services industry. During his 20 year career Brown has always been a successful producer. His extensive experience includes executive management with a full-service financial services firm where his responsibilities focused on helping advisors grow their practices through coaching, training, fee-based initiatives, technology enhancements and wealth management. He has defined all of his roles with the belief that the producer is the ultimate determinate of success of any financial services organization. Find ways to make the producer more effective in building and maintaining client relationships and the client, firm and producer will all benefit. Brown has been a speaker at Securities Industry and American Banker Association events. He was a regular financial columnist for the Richmond Times-Dispatch and has been quoted in On Wall Street and Information Week magazines. Brown is a graduate of Randolph-Macon College with a degree in economics and business and the Securities Industry Institute at the Wharton School of Business of the University of Pennsylvania.