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November 08, 2013 at 09:54 AM
During the recent Raymond James Women’s Symposium, several experts shared tips on how the roughly 200 advisors and 100 other guests present could boost their business.
A popular and returning speaker at the annual event, Susan Kay of MFS Fund Distributors, highlighted a long list of ideas for engaging clients and providing them with five-star service. In addition, consultant Amy Florian gave attendees specific advice on working with widows or other clients experiencing loss.
Here’s a summary of many of the tips shared by these experts that resonated with advisors at the Raymond James event:
1. Ask and You Shall Receive
Poll clients and then follow up by hosting educational events on topics they are most interested in, like setting up family trusts or getting a power of attorney for older family members.
Clients and prospects alike appreciate communication around tough issues they may be facing or have questions about. These seminars should prove meaningful to them, give you issues to follow up on and strengthen your relationships.
2. Expand Your Family Reach
To involve multi-generations, ask clients about who they would like to have you contact in the event of an emergency. Reach out to these contacts to see if they would be open to a meeting or to being added to your contact list.
Also, keep in mind that as much as 98% of client assets can leave an advisor when both parents, or one of the parents and a second spouse pass away—according to a Cisco Wealth Management survey of late 2012. Being pro-active may help advisors enhance relationships and retain assets, experts say.
3. Work the Workshop
Host seminars or workshops on delicate topics, like changing quality of life issues and the aging process. Find expert community-based speakers that can diplomatically share information that focuses on living options, health care issues and even funeral planning.
These types of topics are likely of interest to both older clients and prospects and enable clients to easily invite friends or family members to attend workshops that focus on such subjects. Host these events in a friendly, inviting location that will put the audience at ease.
4. Push Out Personal Touches
