Tag: Client Engagement

Some advisors shy away from creating referral opportunities during bear and volatile markets, while others seize on the opportunities that are all around them. Here are some suggested perspectives and actions that I believe will help you through this or any bear or volatile market.

Please tell me if you’ve ever experienced this situation at work or home: Someone as an expectation of how a process, or meeting, or result might play out. They did not communicate that expectation. That…

Whether you’re sending a gift to a client to say “thank you for the opportunity to serve you” or to your referral source to thank them for an introduction, the more personalized your gift, the…

Guest Article from Gordon Stein – Author of the Cashflow Cookbook I recently connected with personal finance speaker, author and blogger, Gordon Stein. Gordon is a treasure chest of innovative ideas on how your clients…

If you want to attract more Right-Fit Clients™ you need to deliver remarkable value. Value that gets your clients talking about you to others. Value that is worthy of remark. When I interview top producing…

Getting referrals and introductions without asking for them is probably the most fun way to grow your business – especially if you’re getting introduced to the right types of people. In this blog, I’ll provide…

I recently read this excellent article written by Julie Littlechild, founder of AbsoluteEngagement.com. Julie’s perspective and rich list of action items will help you make an immediate on your business. It’s an absolute must-read for advisors and financial professionals, so check it out…

I bet that you think 1 + 1 = 2. Not every time! I’m going to show you how bringing two powerful strategies together will produce three important benefits for you:

1. Converting More Prospects into Clients
2. Higher Client Satisfaction and Loyalty
3. More Referrals and Personal Introductions (sometimes without asking

Without question, the #1 Most Important Strategy I’ve been using and teaching for 25 years is The Value Discussion. The Value Discussion helps you increase prospect and client engagement. It often generates referrals on the spot and it’s the starting point of a referral conversation – at the appropriate time.

The #2 Most Important Strategy I’ve been using and teaching for 25 years is “foreshadowing.” Foreshadowing a conversation you intend to have later makes it easier and more effective when the time comes.

How Does 1 + 1 = 3? Keep reading. I’ll show you how.

The 4 most prevalent mistakes I see in asking for referrals are:

1. Thinking you’re more referable than you really are.

2. Merely promoting referrals – not really asking for specific introductions to specific people or brainstorming various categories.

3. Not creating an environment of “brainstorming” or “exploration” – no pressure and no right or wrong suggestions.

4. Not coming prepared to suggest specific people or categories.

Check out the situation presented to me by one of our readers. Check out my answer. Then tell me what you would do. (Seriously – I’d love your comments.)

Sending reasonable priced gifts to your clients – at least your ‘A’ clients – and your referral sources creates great “engagement.” And it’s “engaged” clients who give referrals.

So what’s your plan for this year?

One of the best gifts I ever sent to our clients is when my daughter was selling Girl Scout cookies. I sent out 144 boxes of Thin Mints. My clients loved it and my daughter led her troop in cookie sales that year.

By the way – if it has your logo on it – it’s probably not a gift… its promotion! There are exceptions to that rule, however.