Think you know your clients inside and out? Chances are, you don't, and the gap between what you think your clients care about and what is actually on their minds could be costing you plenty in lost opportunities to retain key clients and tap additional sources of revenue.
That's why it's time to reacquaint yourself with your clients. In our coaching program, I've been encouraging advisors for some time now to conduct what I call rediscovery meetings with their existing clients-including those they've been working with for years or even decades. In these meetings, advisors sit down with clients and ask questions that allow them to understand their clients' unique situations on a deeper level.
Register or login for access to this item and much more
All Financial Planning content is archived after seven days.
Community members receive:
- All recent and archived articles
- Conference offers and updates
- A full menu of enewsletter options
- Web seminars, white papers, ebooks
Already have an account? Log In
Don't have an account? Register for Free Unlimited Access