5 easy ideas to better connect with clients

Financial advisors won’t stay in business without clients they connect with. Try these five easy ideas from MDRT members around the world to build relationships with clients and prosper.

1) Touching base
Prior to meeting with a client, I send an email to remind them of the meeting’s agenda. I ask if they have anything they wish to discuss or if they require any information such as status of their insurance, investment performance or any other policy matters so I can be prepared. This saves time and creates an impression for the client that I am efficient and effective, reinforcing that I help them get things done promptly with minimal delay.
— Pearlyn Koh, ChFC, Singapore, 15-year member

2) Catering to pets
For clients and prospects who have dogs, we send out books on making your own dog treats. We sign the card with the name of our office dog.
— Peter Jason Byrne, Coorparoo, Queensland, Australia, 11-year member

3) Ask about the family
At discovery meetings, ask clients what their family was like when growing up. I ask, “What happened in your family that shapes how you feel about money?” You’ll learn a lot about why clients act the way they do. You’ll understand the family history and how to take care of them, and they won’t want another advisor.
—Bryson Milley, CFP, CIM, Vancouver, British Columbia, Canada, 18-year member

4) Web updates
When creating or refreshing your website, consider hiring an organization to update it regularly with new and relevant content without your time and effort, as we are already busy. The organization my firm works with creates 16 new articles each quarter that we post weekly onto my LinkedIn profile. They also create a bimonthly magazine of those same 16 articles that we email to our clients and prospects. Therefore, the same information is broadcast in different ways, touching more clients and prospects without any further input from me.
—Asvin Chauhan, Dip FP, MIFP, Coventry, England, 21-year member

5) Opening question
Using questions and their answers in crafting solutions is how we make objections melt away, and there is no stumble at the close of the sale. First we have to open the sale. Here’s a great opening question if a prospect tells you they already have an advisor: “Do you have enough confidence in your current advisor and plan that you will let me take a look and give you a second opinion?”

It’s simply brilliant! They have no out. If they say no, then they admit they don’t have confidence. If they say yes, you get to give a second opinion.
— Sarah J. Kaelberer, CFP, ChFC, Wayzata, Minnesota, 18-year member

Find more ideas in the 2019 May/June issue of Round the Table