Building Long-Standing Client Relationships

Succeeding as a financial advisor can be a difficult and challenging journey.  The skill sets and knowledge base needed to serve clients adequately is extensive.  As an advisor, investment consultant, financial planner, or wealth manager, you are keeping pace with changing technologies, laws, and regulations.  You also have to know people, love people, and enjoy helping people with their financial goals. Here are a few reminders that can keep you focused on the most critical factor in your business, your client.

Be Positive

In a hectic, highly dynamic work environment, it's easy to lose focus on your client.  It can feel like every phone call leads to more work in your already full schedule.  Regardless of the stresses and pressures you experience at work, it is important to pause before engaging your client.  Enthusiasm and passion go a long way in building confidence and trust, especially in down markets.

Be Excellent

Expect to encounter a variety of agendas, motivations, and judgments to satisfy.  Assume you won’t have all the answers to the questions coming toward you. An excellent advisor isn’t the one that works seventy hours per week.  It’s the advisor that works smarter and prepares for a marathon over the sprint. The financial services industry can provide a fantastic career. Unfortunately, the majority of graduates that enter this field leave it within a few years.  Choose to take the steps you need to gain experience, knowledge, and know-how over the life of your career. Choose long-term excellence rather than short-term attention. The perspective you hold about your job can have a significant impact on your client’s experience and relationship with you.

Shift Your Posture

Clients are inundated with sales calls, free educational event invitations, social media targeted advertising, and other more aggressive sales interactions.  As a result, there is distrust and negativity embedded in people’s minds when it comes to communication with a financial advisor.  The old sales pressure tactics are in the past.  To engage and retain your clients, shift your posture to a stance that is helpful, knowledge sharing, and meaningful to your client. Solve your clients’ problems without overcomplicating the issues and then spend the extra time you have to getting to know your client. This time with your client can improve communication, enhance financial decision making, and can help your client build confidence in your services.

Once your behavior, attitude, and posture are aligned with your client’s interest, you're well positioned to serve your client and build strong relationships that last a lifetime.  Looking for more tips that can help you connect meaningfully with your client?  Click the additional links below.




*The foregoing content reflects the author's personal opinions which may not coincide with the opinions of the firm, and are subject to change at any time without notice. Content provided herein is for informational purposes only and should not be used or construed as investment advice or a recommendation regarding the purchase or sale of any security. There is no guarantee that these statements, opinions, or forecasts provided herein will prove to be correct. Past performance is not a guarantee of future results. Indices are not available for direct investment. Any investor who attempts to mimic the performance of an index would incur fees and expenses which would reduce returns. All investing involves risk. Asset allocation and diversification does not ensure a profit or protect against a loss. Finally, please understand that–as with other social media–if you leave a comment, it will be made public.