Most advisors spend well less than half of their time in client-facing activities. They’re not doing the simple stuff often enough…phone calls, reviews, proposals, personal emails, handwritten notes and special events.
This is an expensive mistake.
Client contact is directly proportional to client satisfaction and revenues. The more time you spend with your clients, the happier they become and the more income you make.
Win. Win.
What’s the hang up? No ongoing client communication plan…a simple and consistent system for scheduling and tracking basic client touches.
There are many seemingly logical reasons for this lack of client attention:
- Too many client segments seem to make it too complicated
- Poor organizational or planning skills
- Lack of teamwork
- Failing to come up with meaningful topics for regular communication
- A shortage of time…too busy
- Lack of financial resources…sounds expensive
The list appears to be endless.
But, in my view, these are merely excuses that get in the way of the most important aspect of practice management.
Client service, delivered the right way, separates high achievement advisors from the rest. I call it delivering the “Ultimate Client Experience”.
Would you like to spend more time with your clients (and increase revenues) in 2014?
Let’s talk about your business. Schedule a complimentary phone call. We’ll discuss your goals to see if we can help make 2014 one of your best years ever.