Simple Ideas for Structuring a Great Client Call

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Participants consider the types of calls they make, the types of clients they call and how to structure client calls.

Workshop Overview

Making effective use of the phone is more complicated than it sounds. Conceive of client calls in three phases: (1) opening, (2) discussion, and (3) next steps. The opening is a time to build rapport and reaffirm your value proposition. The discussion phase is often the most significant of the three: This is when you engage in careful listening. In “next steps,” you lay the groundwork for the future and/or ask for referrals.

What's the Intended Outcome?

Structuring a Great Client Call

Source: Goldman Sachs Asset Management. For illustrative purposes only.

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