If you’ve recently gone to an MDRT meeting or other professional conference, should you tell your clients?
The answer is an overwhelming yes! If your client works in the corporate world, they have either attended or organized similar meetings. So, this becomes another area where you can strengthen the bond between advisor and client. Here are some topics you can talk about.
- The best are invited. You qualified to attend, which means you are a success. Successful people want to work with other successful people.
- You met the best. While at the meeting or conference, you were surrounded by fellow financial advisors who also qualified to attend, offering an ideal opportunity to learn from your peers. Surveys have shown financial advisors prefer to learn from their peers in the field, over teachers or instructors. You have learned how to be better at your job.
- You saw the big picture. Being a financial advisor, especially if you have your own practice, can be lonely. When you attend a conference, you hear from industry strategists. They look at the big picture and project where they think the profession is going over the next few years. You hear from experts, who clients may not have access to, who can provide insights on the overall state of the economy and other big issues.
- You asked questions. These sessions often have a Q&A where financial advisors like yourself can take the microphone. You know who the speakers will be in advance, so have questions prepared. When you tell a client “I know you are concerned about (X), so I asked that question on your behalf,” your client will be impressed.
- You learned about new products. When companies identify a gap or need in the market and develop a product to meet that need, these products are often rolled out at conferences. Tell clients. They might have that need.
- You met vendors. There is often a ballroom lined with vendor stands. These products are likely approved by your company. Those connected to wealth management might be staffed by wholesalers you know. This is an ideal moment to ask them to financially support your next client-prospect dinner or seminar.
- You made friends. Maybe you don’t explain this part to clients, yet it’s still important. You met other financial advisors who have the same challenges as you. The next time you hit a slump, you have a friend you can call to motivate you (and vice versa).
There are many reasons you want to tell clients about your most recent conference experience. It sets you apart from other advisors.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor,” is available on Amazon.
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