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"Stealing clients" is such an ugly expression. Put another way, it is a safe assumption your best clients are another firm's best prospects. There is probably more than one firm going after them. How might they do it? What proactive steps can you take to retain their business?
Things competitors might say to your clients
It is important to bear in mind the similarities between the sales aspect of business and courtship. In the early stages of a dating relationship, both parties put lots of effort into being attentive and responsive. Once married and the years roll by it is not uncommon for one or both parties to take the other for granted.
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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.”
