Fielding rapid-fire questions, Savant Capital Management CEO Brent Brodeski reveals the biggest mistakes of RIA buyers and sellers, shares the strategy behind his firm's targeted acquisitions and divulges his favorite app.
Many advisors feel like they don't have a compelling personal story, but they probably do — they just have to discover it. It requires a strong self-assessment and a heavy dose of honesty.Sharing a personal story with clients can give them an insight into who you are and what you value, and it’s a great way to set the stage for long-term relationships.Here are three steps suggested by Financial Planning columnist John J. Bowen on how to discover your personal story to connect with clients.Step One – Find your story by asking yourself three questions: who has influenced your belief system; which events have moved you the most; and how did you get through a low point?Step Two – Hone your story. Once you have an initial version, tell it to at least 10 people you trust. Take note of their reactions to help you decide the best parts.Step Three – Use your story. Once it’s polished, you’ll be ready to share it with prospects, partners, and team members.What’s the upshot of all this? The more personal your story is, the more connected prospects and clients will feel with you, and as you foster a sense of connectedness, you’ll build business too.
In a rapid-fire interview with Financial Planning, Moore paints a bright picture of the job market for young financial advisors and takes aim at the most "absurd" practice advisors still undertake with clients.
Consider making someone in your practice a captain of client relationships who will take ownership of the responsibility to deepen those associations.With more than 400,000 advisers looking to work with affluent investors, it's becoming more important than ever to keep your clients happy so they come back to you and not the adviser down the road.Here are two tips suggested by Financial Planning columnist John Bowen on how to become indispensable to your clients.First tip: relationship building. Consider making someone in your practice a captain of client relationships, who will take ownership of the responsibility to deepen those associations, and who will inspire your team to work together to wow clients. This should be someone other than you so you can remain focused on building your business as the chief rainmaker.Second tip: advanced planning. If your value proposition is based entirely on investment performance, you will take a severe hit at some point. Not “if,” but “when” another adviser is up 20% while your clients are up 10%, you will hear from them.In short, clients need to feel like they just can't live without you. But that just doesn't just happen, you need to make your case.