Managing the Relationship Archives - Page 10 of 15

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.

5 Things You Should Do to Successfully Manage Your Relationships with Clients

May 29, 2017 / by Don Connelly / Managing the Relationship / 0 comments

What your clients do this year and going forward will not be dictated by world events alone. It will be dictated by the strength of their relationship with you. That’s why you need to make relationship building one of your top priorities.

Here are five ways to keep your relationship on a firm footing.

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

May 22, 2017 / by Don Connelly / Managing the Relationship / 0 comments

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.

What Not to Do in The First Client Meeting

April 3, 2017 / by Don Connelly / Managing the Relationship / 0 comments

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.

What to Do in The First Client Meeting

January 23, 2017 / by Don Connelly / Managing the Relationship / 0 comments

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.

An Idea on Getting Referrals and Thanking Clients

January 16, 2017 / by Don Connelly / Managing the Relationship, Prospecting / 0 comments

I have a friend who every year has a dinner for those clients who gave him a referral that became a new account during the year.

Watch the video below or read the transcript to learn the details about the referral dinner concept.

7 Ways to Manage Client Expectations

November 28, 2016 / by Don Connelly / Managing the Relationship / 0 comments

Managing client expectations is crucial in order to keep your clients invested in you and with their financial plan. Here are a few ways to make sure you deliver on your clients’ expectations both in terms of investment performance and your level of service.

Put The Client Before Yourself

November 14, 2016 / by Don Connelly / Managing the Relationship / 0 comments

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.

Get Involved in Your Clients’ Decision-Making Process

October 31, 2016 / by Don Connelly / Managing the Relationship / 0 comments

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.

Learn to Manage Client Expectations

October 10, 2016 / by Don Connelly / Managing the Relationship / 0 comments

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.

Four Client Retention Strategies to Try Out

October 3, 2016 / by Don Connelly / Managing the Relationship / 0 comments

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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