By Bill Bachrach (exert from The Relationship Bridges article from the Register)
How can you improve everything you currently do for your existing clients?
Here are four words that might help.
- Visual. How can you make everything you do more visually interesting and therefore easier for your clients to understand everything they receive from working with you?
- Engage. What can you do to engage both spouses in the conversations about their future and the financial decisions necessary to make that future a reality while protecting against the inherent risks of life and world events?
- Compelling. How can you make every recommendation you make more compelling so they are more inclined to act on your advice? Knowing what to do does not produce results. The results come from doing.
- Experiential. What can you do to improve the experience of working with you and every human and non-human element of your process?
It’s not your clients’ responsibility to tell you how you can exceed their expectations and move them from one side of the relationship bridge to the other. It’s your job to figure that out. They don’t really know why they are still on the side of the relationship bridge where they think it makes sense to have three consultants or why they are reluctant to refer you. It’s just a feeling they have that none of their current consultants, including you, have done what it takes for them to trust you and your process enough to consolidate everything with you and refer you to everyone they know.
for the entire article – see July/August 2016 Register
