What are your clients’ interests or hobbies?
Do you know the names of their pets, siblings and children?
How about their lawyers or accountants?
As financial advisors, we tend to lose touch while building a client base and focus on the selling aspect. However, the bulk of your referrals come from knowing about your client’s personal life. In order to bring value to your business, it’s important to know as much information as possible about your clients so you can identify and relate to them more effectively.
To expand my client base, I’ve created a list of 12 suggestions I call the “Thomas’ Truths.” One of the “truths” in building a client relationship is staying in touch with my clients on a regular basis. It may sound cliché, but rarely do financial advisors know as much they should about their clients. Gathering personal information can be done at social gatherings, where clients are willing to share tidbits about their lives. Then, create a system for storing key facts about your clients.
In what ways do you stay in touch with your clients?
