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Part 4 - The E.N.C.O.R.E. Interview - Setting the Stage for Closing New Business
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Abstract
The E.N.C.O.R.E. Interview helps improve the way you gather critical wealth management information from your clients and prospects. It allows you to move from pushing a product or service to providing client solutions. In this, our fourth and final article on this topic, we will look more thoroughly at the fifth and sixth stages of this six step process: Repeat Key Findings and Ensure the Next Meeting.
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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.