Financial advisors have producer numbers. Your client is listed under your number.
In practical terms, this means your name shows up at the top of their account statement.
This is a double-edged sword: If the client does business, you get paid. If the client has a problem, you own the problem.
For these two reasons, every client deserves your attention.
Now, suppose you don't like the client, and the feeling is mutual. Years ago, a wise person told me: "If your brother-in-law doesn't like you, the situation is unlikely to improve when he becomes a client."
In this case, you have an option: You can ask for the account to be reassigned in the office.
This might involve a trade where you each get a different (brother-in-law) account. Now the personalities might be a better match.
Suppose personalities aren't a problem. The issue is "it's a small account," and you've moved on to working with larger clients. Perhaps you've developed a niche market.
Unless you plan to give these clients away, they deserve attention.
Why is this in your best interests? For seven reasons, see the gallery accompanying this article.
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He is the author of the book "Captivating the Wealthy Investor."
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