Andy Lucas (Business Basics (Chicago, Cin, NY, FL, etc. , New clients are…
Chicago, Cin, NY, FL, etc.
New clients are coming from existing client families
Has done a good job upgrading clients
Wants to spend more time getting business
Want's to bring in brother to see you.
Who can you introduce me to?
That's how we met you
Couple with $250k
Prospect in Los Angeles
Banking client - $6MM
Attorney Cousin - $900k
Dramatic Approach fits your personality
"Why do you ask?"
"What's your advisor telling you?"
"remind me again, who manages your money?"
Focus on LT performance
Domonic (team member)
Father is attorney
Personally connect with clients
Palm Beach Country Club
Be a good "sleeve" manager
Over the long term we significantly over perform