Sassy, right? First of all, relax. I have zero intention of going after your clients. However, I do work with some of the best men and women in the industry and I can’t say the same for them.
As you read this, your clients might be receiving direct mail invitations to another advisor’s dinner seminar. Maybe your client’s friends invited them to their advisor’s client appreciation night; or the advisor who just joined their country club is playing in their foursome this Saturday. What is the competition doing to woo your clients? And, more importantly, what are you doing to keep them?
What follows is a peek behind the curtain at how the best advisors are catching the wandering eyes of clients who are satisfied with their current advisor but wouldn’t hesitate to jump ship if another offered more value. Here’s how they’re going to steal your clients:
Education on Social Security timing
If you are working with folks and not treating their Social Security check like an asset, you are doing a disservice to that client. It is not unusual to do an analysis of a married couple’s Social Security benefit and find as much as $100,000 in additional benefits over a lifetime. There are more than 700 different scenarios that the software at www.socialsecuritytiming.com goes through to find the most optimized Social Security election strategy for your clients.
If I am sitting with one of your clients, I’m going to ask them if their current advisor has done their Social Security Timing® analysis, and if the answer is no, I’m going to share with them why it should be done. In a matter of five minutes I will show them how to find that $100,000 in additional income and end up looking like a hero. I’m going to create a wedge between you and them that could end up being the tipping point that leads to your client becoming my client. If you are missing these sort of dollar amounts, what else what might you be missing? I will create reasonable doubt. Think about it. If I could show you how to put that much money back into your own pocket, you couldn’t help but give me some attention.