One reason clients leave financial advisors is because they feel uncared for as if they were “just another number.” I would leave my financial advisor if I felt that way. Fortunately, I’ve had the same financial advisor for 26 years. I’m not her largest client, far from it. Whenever I call, though, she or her assistant treats me like I’m their most important client. I’m not put on hold if another call comes in. Without saying it, they get the message across: “Take all the time you need.” Do you think we would ever move our accounts? No. I feel respected and cared about there.
Respect in business
When doing business, there are several ways you can show respect and care for clients. This includes telling clients the following:
- You are a very important client to me. Who does not want to be an important client?
- I will handle your account personally. You must know you can deliver if you make this statement.
- I wish I had more clients like you. What a great way to ask for referrals. I like you so much, I wish there were more of you!
- Meeting on their terms. You do periodic reviews. Don’t make them come to you. Let them choose the location if they like. This has great advantages if they choose to meet at their office. “My agent comes to me!” is a way of bragging to peers. You get to meet their co-workers.
- Remember birthdays and anniversaries. It might be a card or a phone call. Remembering is a way of saying: “I care about you.”
- Invite them to events. You are having a recognition event or a dinner seminar or webinar. Invite them. You can encourage them to bring their friends. Another referral opportunity.
- Take them out to eat. Buy them lunch or dinner occasionally. It shows you respect the relationship. It’s an opportunity to ask them to bring a friend, “Someone who you think I should meet.”
It’s easy to show respect and care, and it’s rewarding for both you and your clients.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, Captivating the Wealthy Investor, can be found on Amazon.
This originally appeared in the MDRT Blog.