9. “I’m glad you called…” Your client might have inherited money. They might have been considering an investment. Their accountant might have offered specific advice. By getting in touch, you took the initiative.
Advantage: Your client might have decided to send you more money but had not gotten around to it yet. Maybe they want to initiate doing business in another product area like lending.
10. Who isn’t getting this level of attention? Let’s assume friends tell friends about their investments. Let’s also assume everyone likes to be treated as an important client. Let us also assume your client talks about you.
Advantage: They may have a friend who admits they are getting little or no attention. You are creating the opportunity for an easy introduction.
Periodic portfolio reviews make sense for the client and the advisor. They make sense on several levels.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book Captivating the Wealthy Investor is available on Amazon.