Tuesday 30 August 2016
Successful advisory businesses are built on satisfied clients.
And the most important ingredient in keeping any client satisfied is trust. So how do you build the kind of relationship with clients that will make you their trusted adviser? Our step-by-step guide shows you.
1. Try to understand
The number one thing clients want in their adviser is someone who listens to their goals and tailors a plan to them.
2. Demonstrate your technical expertise
When it comes to building trust, clients still rate technical skills and qualifications above all else, an Association of Financial Advisers study found. But because non-experts find it hard to judge the quality of an adviser’s technical expertise many rely on their accountant or other professionals for their opinion on how knowledgeable you are.
Trusted advisers communicate clearly and frequently. They speak the language of their clients and explain things in an easy-to-understand way, not financial jargon.
4. Get personal
Emotional intelligence and interpersonal skills separate the most trusted advisers from those who are just part of the pack.
5. Keep at it
Finally, remember that building trust takes time and ongoing effort. It’s not something you can do over night. So keep at it, stay consistent and the reward will be a loyal and engaged client base.
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