Here are some questions for you to ask every client (after reviewing what you’ve done for them over the last year):
“We’ve been working together for xx years. For my part it’s been a good relationship but I want to make sure it works for you. In the spirit of improving the communication between us and to help me do more on your behalf, can you answer a few questions for me?
- Over the next 10-15-20 years, what does success look like for you? Where would you like to be?
- What are your thoughts about how we review your goals and establish milestones every year, and how we assess your investments?
- If I rough out some milestones for each of the next 10 years, based on our conversations, are you OK with that? Or would you like to do it together. Once done, I’ll use those milestones to discuss what’s happened versus what we thought would happen.
In all cases – Listen, listen and then listen some more! Do not interrupt! Repeat her words back to her. Did you get it right? Is there something you need to change? Can you reasonably change to accommodate her requests?
You can continue the conversation saying something like, “We can talk about the securities that have done well and those that haven’t, and whether we need to sell or buy more to get to the next milestone. But achieving your goals is what matters most and I want us to continue to focus on that more than on the short-term performance of individual stocks and/or funds. Are you Comfortable with that approach?”
Clients want to value their advisor. But they also want to know their advisor values them, not just for the money they make but in being accountable for delivering a process that helps the client get to where they want to go. Putting aside the time to have an in-depth conversation with your client, being careful that you are not doing it simply for your own benefit, but that you truly do care about delivering the best possible service, will paradoxically result in greater success for you.
To learn more about how you can be “the” sought after advisor in your community, visit our website www.strategymarketing.ca – you will find many useful blogs and course.
Use Hackathons to Go from Zero to Business Impact in a Week
Homer Simpson vs Mr. Burns
7 Ways to Effectively Lead a Team on Different Schedules
6 Things NOT to Do with Gatekeepers
How to Close Skill Gaps During Tech Disruption
How Do YOU Find Happiness at Work?
6 Ways to Marie Kondo Your Sales Process
Estate Planning in Second Marriages
Why Companies Should Focus on Employee Health
Retirement Medical Costs Not So Scary When Seen Yearly
Advisor11 hours ago
Homer Simpson vs Mr. Burns
Insights21 hours ago
Europe: The Good, the Bad and the Ugly
Markets22 hours ago
The Mad March Bounce
Development22 hours ago
Persevering Through Daily Mundane Is the Quickest Path to Success
Markets1 day ago
What’s Causing Investors to Come off of the Sidelines?
Sales Strategy2 days ago
7 Key Components When Selling to the C-Suite
Equities2 days ago
Should We break-up Facebook, Google, Amazon, Apple?
Global2 days ago
Don’t Be Fooled by the Politics of Envy