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.

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