Years ago, in my attorney days, I was sitting with a client, looking at her auto insurance policy in connection with a fender bender.
In reviewing the policy declarations, I noticed that she and her husband were grossly overpaying for the family coverage.
I suggested that they shop around and get some quotes from other companies. I explained that she was likely to get the identical coverage and cut her premiums by 30%–or even more.
My client thanked me for my advice but told me that she wasn’t going to change anything. She explained that she and her husband had been with their agent for several years and trusted him completely. He took good care of them when they had a claim and she would never think of leaving him, even if she could save $1000 or more per year.
Clearly, they loved this guy. What was his secret? And what can you do to inspire this kind of undying loyalty with your clients?
In my view, it had nothing to do with the work he did for them, and everything to do with how he treated them.
This agent made his clients feel appreciated and well taken care of. They, in turn, stayed with him even when they could save a lot of money elsewhere, and went even further, introducing him to all of their friends and family members.
There are two things you need to do to build your business rapidly:
(1) Serve your existing clients completely. Give your top twenty “concierge” service—and don’t be afraid to have difficult discussions (that’s part of serving them), and
(2) Astonish them. Surprise and delight them, so that they’re saying things like, “Do you know what our advisor did for us this week…?”
Your clients might be pleased with the work you do for them, but we all know they can get good advice and reasonable fees from your competition.
The thing is…there’s only one YOU!
Build relationships with your clients and you’ll never want for more.
Pay attention to the little things you do for them—the way you greet them, the way you remember their birthday, their dog’s name, and that their daughter loves ballet or plays goalie on her soccer team—that’s the stuff people appreciate and remember.
When you make your clients fall in love with you—not with what you do–they’ll never leave you, even when other advisors are doing their best to woo them away.
If you want to know how to take your gross income to the high six figures and beyond, let’s set up a time to talk.
In the meantime, KEEP REACHING…
Let’s take your client relationships to the next level!