Business has been very good lately. I attribute this to a number of factors, including the process I follow when meeting with a prospective client. A prospective client wants to know you can be trusted, that you are reasonably good at what you do, and that you are accessible. Basically, they want to be able to sleep well at night knowing their financial assets are being well managed. In my opinion, if you can articulate this in a concise way that doesn't sound like it's all about you, and show that you care about them first and foremost, you'll have a better-than-average shot at earning their business. Following are some of the key steps in my process.
Learning From Your Experiences
Every time you lose a prospective client, it's wise to find out why. It's also a good idea to ask your current clients why they hired you. This information can prove invaluable and help you create an effective process for acquiring and retaining clients.
Basic Marketing
It's really pretty simple–find out what clients and prospective clients want and then provide it (if you can). To help accomplish this I have spent some time developing a document called "What's Important to You?" Over the past several months I have received numerous requests from advisors who have been following my blog asking for a copy of my version of this document. While I haven't made it available, I thought I'd do the next best thing and help you create your own. If you are interested, here is the step-by-step process.
