Here are some practical reasons to initiate contact with your clients. (Photo: Shutterstock)
Here's a paradox: It's been said clients feel they are getting good service if they receive 6+ "touches" a year. The best ones are face-to-face contact or phone calls. Clients want these touches to be meaningful. This means calling to sell something or say hello doesn't count. What to do?
|10 reasons to pick up the phone or go see them
Here are some practical reasons to initiate contact with your client. Let's assume you are an agent or advisor doing insurance and/or investment business. Some clients are individuals. Others own a business too.
1. Status of asset allocation vs. model. Your client has equity and fixed income investments. There's likely a model aligned to their risk tolerance and financial plan. Because prices change daily, this is always moving around. You notice they are really out of balance because the stock market has been doing well.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
