11 Reasons to Call Clients Now

Clients want to hear from their advisor. Years ago, my first manager explained you needed to have a reason for the call. "How are you, your spouse and the kids" sounds like a way to lead into the purpose for the call, but not the main reason for the call itself. If you bring them new information every time you call, it should get them into the habit of taking your calls. They might even share your news with their friends, which could lead to those friends calling you. In many cases I thought of clients as friends or people with shared interests. Imparting news about those shared interests is as good a reason for calling as talking about the market or their portfolio. As their advisor, you need to find the perfect point of balance. If you always call about business, they might say: "I only hear from you when you want to sell me something." When sharing information about common interests, the ideal outcome is "I am glad you called! I came into some money recently and we need to put it to work." Let us look at eleven reasons to pick up the phone and call clients.