5 tips to deepen your relationship with clients
Relationships with clients are of utmost importance to advisors. How can advisors deepen their existing relationships with clients?
Increase touchpoints: Outside of your typical calendared scheduled touchpoints, reach out to your clients. These touchpoints don’t have to be long, hop on a quick call with them to check in how they’re doing and if anything is top of mind for them. Moreover, leveraging software that drives insights for you to share makes these conversations more likely to add value for you and your client while also providing a greater deal of peace of mind that their advisor is constantly making sense of macro trends, technology, etc.
Create unique touchpoints: Instead of just increasing the volume of touchpoints, make sure you increase the quality and uniqueness of these touchpoints. Every advisor sends a birthday card or an end of year holiday card, but how many advisors send a card / gift for their client’s children’s graduation or for Diwali celebrations?
Be there at key financial moments: Be there for them during major life decisions. Whether that means helping them save to send their kids to college, advising them on mortgages when they’re buying their first home, or helping them access cash for their daughter’s wedding. As an advisor, if you’re able to support them during key moments, they’ll remember that and truly see you as a trusted advisor.
Connect with their family members: Sure, you might be managing the portfolios of Mr and Mrs John Doe, but make sure you don’t forget their children and grandchildren. Building a relationship with their extended family not only helps the clients feel more connected to you, but also helps you build rapport with potential new clients. Remember, your client sees you as the guardian of their hard earned wealth and the legacy / opportunities they leave behind for their children.
Be curious about your clients: Conversations with your clients don’t have to just be about their investments. Small seemingly unrelated conversations can help you make a deeper connection. They may be more likely to open up about the difficult conversations such as genetic dispositions within the family for early cognitive impairment. With more information, you’ll be able to better serve your clients.