8. The VIP client. You want to keep in touch, making your client feel important. Are they familiar with the statements? Who should they call if they have questions? What if they are short of money (or have more income than they need? What should they do? This is important because there may be another advisor, lurking around the country club who knows them socially. Their relationship with you should be complete, not lacking in attention to detail.
When you watched Downton Abbey, the people who provided services to the Grantham family seemed to go back generations. Private bankers do that too. You want the same seamless transition.
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.