Building client relationships

Building meaningful relationships with clients secures their future business, according to authors Mitch Anthony and Scott West. In their book, “Your Client’s Story,” they discuss the importance of establishing a context for clients’ financial history.

By asking personal questions about a client’s financial history and goals, an advisor can develop a lasting relationship. The authors say an advisor needs to understand his or her client’s financial history, rather than being focused solely on future goals, because goals often fall short. Understanding a client’s history will to tailor a financial plan to each client’s situation, and find out which goals are attainable.