U.S. Planning Group, Inc.®

Practice Tip - Energize your Business

By Glenn Williams

We all know that staying in touch with existing clients and reaching out to new potential clients is important. Yet in my experience most advisors have no systematic plan for doing so. 

Ours is an event driven business. Most people seek out an advisor when change happens in their lives. They get a new job, lose a job or start a new business. They have a new child or a child is getting set to go off to college. When a life event does occur, how does someone select an advisor? They either contact an advisor who has been in touch with them over time or they select the first advisor introduced to them at the time the event occurs. In either instance you have an opportunity to be that advisor if you have systematically been communicating with them and or if one of your clients with whom you have been communicating recommends you.

Industry Studies show that advisors who earn more and whose clients stay engaged longer create a relationship with their clients and contact those clients over 20 times a year. To build and maintain a meaningful personal relationship, you have to do more than send a birthday card. The more you stay in touch, the more you will learn about the person and the closer your relationship will become.

If you don’t have a Strategic Contact Program, you can find out more about how to implement one by visiting our Whitepapers which is under the Industry News tab on our website and reading my Whitepaper Energize your Practice with a Strategic Contact Program. It will give you a guide to why programs work, explain the difference between “Stand-In” and Stand-out” contacts 
and will give you a sample of the components in a contact program.

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Check the background of this financial professional on FINRA's BrokerCheck