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.

Not Following Up Is the Second Most Common Reason Advisors Get Fired

Not Following Up Is the Second Most Common Reason Advisors Get Fired

If you tell a client you will do something and then you don’t do it, you will sooner or later lose that client. Your dependability will be questioned.

Think how many times over the last six months people have told you they would do something and then failed to do it. If you do that same thing twice, even over a year or two, you will be deemed at first blush to be undependable.

That is a giant step toward being viewed as not trustworthy.

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10 Things Clients Want from Their Advisors

Don Connelly tips on his blog

One of the things I’ve observed over the years is that good service does not sell. Great service sells.

Watch this video to hear Don explain how to make your service great.

One of the firms I really admire has done something that is so good that when you put together your service proposal, you have to refer to it.

The firm is Cadaret Grant. The late Mac Cadaret was a wonderful guy, Art Grant is a friend. The men and women that work there have built a tremendous organization. They took the time and the presence of mind to ask clients what top ten things they wanted from their advisors. I thought you’d like the answer.

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5 Reasons to Develop Effective Listening Skills

5 Reasons to Develop Effective Listening Skills

The fact is, most of us simply don’t listen enough. That could be because of the increasing number of distractions going on around us, or because we often find it easier to focus on non-verbal clues – such as body language – rather than on what people are actually saying. But if you want to get ahead as a financial advisor you need to develop effective listening skills.

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How Much Value Do You Bring as a Financial Advisor?

How Much Value Do You Bring as a Financial Advisor

What determines your value is not up to you to decide. It is left for the client to decide. And that decision is a lot simpler than you might think.

When selecting an Advisor, three things are of value to a prospective client.

That person must like the Advisor, that person must trust the Advisor and that person must think the Advisor is smart. There is very little else to factor in initially.

Prospective clients generally are not looking for more information.

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Why Both You and Your Client Need the Skill of Visualization

Naturally your clients read the papers, watch the news, and use the internet to see what’s happening to their investments, they’re interested. And there will be bumps in the road. Keeping clients fully invested in the face of bad news is hard to do, so how do you get them to grin and bear it?

When someone sees their portfolio go down it’s your job to refocus them on the road ahead.

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5 Reasons to Be an Accountable Financial Advisor

5 Reasons to Be an Accountable Financial Advisor

Many advisors know ‘what’ they do, but they don’t know what they ‘need to do’ to achieve their goals, and enjoy real success. They leave their potential undeveloped. It doesn’t matter how smart you are, how confident you are or how much you care about your clients, you will find success elusive, unless you become accountable. Accountability is the secret to your success and here’s why.

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