Chris Gurnee • Ogden, UT
Cornerstone Financial and Associates Inc. • Foresters Equity Services Inc.
I have built a focus for my practice around serving the needs of clients in transition. These can be upsetting situations such as a layoff or death of a spouse, or much happier circumstances such as new employment, marriage, the arrival of children, or moving fully into retirement.
One of the most challenging times can be during a life event. I help my clients navigate through these changes, simplifying the choices available, when needed most. I focus on creative ways to manage investments, insurance options, new employment packages, and even retirement, allowing my clients to focus on their new employment search, relocation for retirement, or travel plans.
I work closely with an estate-planning attorney who is able to assist with this important aspect of future planning. We jointly own the office space and, with a client’s approval, are able to ascertain that their financial and estate-planning affairs are in order. We work for the common benefit of the client. Currently, we are in search of a CPA to work with and strengthen our relationships in a one-stop approach.
I use several different approaches to developing new client prospects, not the least of which is cross-referrals through the attorney relationship. I also believe strongly in organic client referrals and will seldom directly ask a client for a referral. I prefer on focusing on the job at hand and in having very frequent communications and reviews with clients. This tends to produce referrals on its own.
One of the most fruitful tactics I have found concerns prospects who may have faced a reduction-in-force or layoff situation. These are usually fairly well-educated and middle- to senior-type managers. I have a process in place whereby I hold lunch seminars for such job-seekers.
I do not approach this as a sales pitch, but cover some of the nuances of their retirement plans and benefits options, and assist them with transition questions. This turns into a win-win for both the job-seeker and me. If the individual likes what they hear and are comfortable with me, this may lead to a further informational meeting.
Disclosure: Christopher Gurnee is an investment advisor representative
offering securities and advisory services through Foresters Equity Services Inc., member FINRA, SIPC, and a registered investment advisor. Cornerstone Financial & Associates Inc. is independent of Foresters Equity Services Inc.
Photography by August Miller
