Securities America's 'New Conversations' Programs Drive Advisor Growth

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Jun 17, 2010, 08:15 ET

LA VISTA, Neb., June 17 /PRNewswire/ -- Securities America has introduced New Conversations, a series of three business growth toolkits to help advisors enhance their relationships with clients and get a strong start with prospective clients.

"Our New Conversations topics and tools provide our advisors with a framework for engaging clients and prospects on important financial topics," said Kirk Hulett, senior vice president of strategy and practice management. "It offers them an opportunity to showcase their value proposition and thought leadership in their marketplace."

As the name implies, New Conversations helps advisors shift client conversations away from the impact of uncertain markets to topics that can benefit both client and advisor. Advisors get self-study kits, training webcasts and 15-minute mini-coaching sessions with a consultant on the practice management team. The topics of the three programs are Client Re-Discovery, NextPhase Retirement Income and Attracting Dollars in Transition.

The first program is the Client Re-Discovery Conversation, with instructions and tools to help advisors conduct in-depth reviews of clients' personal situations and affirm their confidence to move forward with the current or modified investment plan.

For this Re-Discovery process, advisors are provided with a detailed, four-step approach and accompanying tools:

Step 1: Prepare for Re-Discovery Meetings - Preparation involves targeting clients; formally introducing clients to the idea; providing staff with a script for appointment-setting calls; and creating a script for the advisor to use in the meetings.

Step 2: Meeting One - The most important part about the meeting is for advisors to ask the right questions and then listen to the clients' responses, encouraging more details until both advisor and client are comfortable that all pertinent information has been shared.

Step 3: Analyze Client Re-Discovery Responses - This stage involves analyzing the clients' responses to the re-discovery questions and looking for service and planning opportunities.

Step 4: Meeting Two - At this stage, the advisor presents the analysis of the responses from the first meeting, along with recommendations for appropriate action.

"At a time when many insecure advisors are avoiding their clients' worries and fears, confidently undertaking this re-discovery process will make the more astute advisor stand out from the crowd," said Hulett. "Through the process, the advisor is able to listen more closely, provide solutions tailored to the client's specific needs and reinforce the client-advisor bond."

About Securities America

Headquartered in La Vista, Nebraska, Securities America, Inc. has more than 1,900 financial professionals nationwide with more than $53 billion in client assets under their supervision. Securities America Advisors, Inc. is an SEC-Registered Investment Advisory firm with more than $14 billion in assets under management and administration that offers investment management, financial advice and financial planning through financial advisors. As your business growth expert, Securities America's mission is to foster the success of financial professionals so they can provide quality, objective counsel and services to their clients. Additional information is available at http://www.securitiesamerica.com.