One of the 12 “Thomas’ Truths” I developed for expanding client base and building financial value is finding the money. At my office, we find the money through our yearly client survey called “Find the Money Campaign.” Through a comprehensive series of steps, the campaign is designed to gather information about our clients, as well as identify additional business and find potential referrals.
You can also create your own client survey to reflect the nature of your business. Almost 80 percent of our clients complete the survey, which has resulted in hundreds of thousands of dollars in new sales and referrals. The key is to identify any changes in your client’s situation, such as moving, job change or new child. Identifying the changes can help you better serve your client by offering new investments.
What techniques do you use in your business to expand your client base and build financial value?
