Wild ways advisors win over clients
The relationship between advisor and client can often grow from strictly professional to more familial, but this doesn’t just happen overnight. Planners have a hard road of trust building to navigate before investors come to view them as more than a business associate.
Planners who successfully navigate that road can gain deep personal fulfillment from 60% more of their client relationships, according to a recent FPA survey. The study, called “Know Your Client,” was designed to identify specific behaviors and techniques advisors can use to “evolve their client understanding approach.”
“Financial planners who define a specific client audience tend to be more proficient in know-your-client behaviors and see stronger outcomes,” the survey says. “This suggests that planners who focus and go deeper with a single client type can use that client understanding to more efficiently attract similar clients.”
The question remains, though: How exactly can you better connect with a client on a more personal level?
Some planners believe they have the answers. Scroll through to see what your peers are doing to stand out in their clients’ lives within and outside of the wealth management industry.