In this category you will find blog posts about clients relationship management – including but not limited to establishing trust, building a relationship, ending an advisor-client relationship, and more.

Lead by Example – Prepare Yourself so Your Clients Are Ready Too

Lead by Example – Prepare Yourself so Your Clients Are Ready Too

As an advisor, you need to prepare your clients for events that have not yet happened. You need to know in advance how you are going to manage your relationship with them when the markets take a downturn.

To step up to this challenge you need to practice your soft skills so that you inspire your clients with confidence in what you say. If they believe in you and think you are the ‘real deal’ they will go where you lead them.

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What Not to Do in The First Client Meeting

What Not to Do in The First Client Meeting

It takes hard work and perseverance to set up a first appointment with a potential client. Don’t waste this precious opportunity by approaching the meeting in the wrong way – because it’s unlikely you’ll get a second chance.

There’s no ‘first meeting rule book’, however there are some things to avoid if you want to move things forward. Here are a few.

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What to Do in The First Client Meeting

What to Do in The First Client Meeting

Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you – or lose them forever. It’s essential to be prepared so that you come across as likeable and reliable – someone they can trust to oversee their finances and establish their future security. Here’s how to do that.

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Put The Client Before Yourself

From Don Connelly Blog - audio post

As you know I’m always on a lookout for a good story. I read a great story not long ago, in Motivational Manager, told by Dana McCary who is a motivational speaker.

He said that when he was growing up, he’d been a waiter at Opryland in Nashville. He learned a very important business lesson.

Listen to the story or read the transcript below.

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Get Involved in Your Clients’ Decision-Making Process

Get Involved in Your Clients’ Decision-Making Process

To win new business, earn loyalty and get referrals, you need to focus on what your prospects and clients are thinking. We all have our own particular ‘mental model’ or way we see the world, based on our beliefs and experiences. According to classic consumer behavior theory we tend to follow similar thought processes when we make a decision whether to purchase a certain product or service.

By understanding this consumer behavior, you can tap into your prospects’ thought processes early on and influence decisions in your favor.

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Learn to Manage Client Expectations

Learn to Manage Client Expectations

Running the business gets in the way of growing the business. That’s a fact of life in the Financial Services industry. As the business gets bigger, an Advisor has to make a decision. Am I going to manage money or am I going to manage client expectations? It’s almost impossible to manage both. In my travels, I find most elite Advisors opting for outside management. They choose to manage their clients and their clients’ expectations.

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Four Client Retention Strategies to Try Out

Four Client Retention Strategies to Try Out

As in so many other industries, your business model as a financial advisor is to open new accounts and gather new assets on a continual basis. However, in order to succeed you need to combine this approach with a plan that ensures your clients will stick with you for the long term. You need to allocate time to both looking after existing clients as well as time to prospect. If you don’t, your current clients will feel discontented; they may start to look elsewhere, and they certainly won’t recommend you to others.

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