Advisors Offer Ideas on Building Business, Serving Clients

There are as many ways to establish and maintain client relationships as there are advisors and clients – and attendees at the NTSA Summit held in Denver shared those ideas and strategies in a Jan. 27 session.

The actions that NTSA members are taking to build their business, retain clients, and provide better service include the following.

Electronic Tools

Suggestions included application of electronic tools and use of electronic media, such as using:

Sign Up Genius for enrollment. “The teachers are used to using it,” observed an advisor who makes its use a practice, adding that it also saves an advisor’s time.

• Online scheduling tools such as Calendly and Schedule Once.
• Jive, a phone system that reduces robocalls and can boost one’s productivity and that of one’s staff members.
• Social media to promote events.

Events

Events for clients and participants can be helpful, advisors suggested, such as:

• a pizza party for new enrollees;
• events to which they can bring a guest;
• shredding events;
• boat trips during which plans and options can be discussed;
• provide a webinar series;
• bring ice cream to professional development days; and
• rent a theater.

Preparing for the Future

All retirement planning is a form of preparation for the future, of course. But attendees also suggested that there are things one can do to better serve clients and participants by helping them to prepare for the future in other ways, including:

• Put a booklet together about estate planning, with information and tools that plan participants can use.
• Help participants to write love letters to leave with loved ones that include an obituary, funeral details, etc., to help grieving beneficiaries with end-of-life details.
• Ask clients when they last reviewed their life insurance.

The Personal Touch

Advisors suggested that personal communication makes a difference, such as, “Consider the simple things in life,” remarked one attendee. Examples include:

• if a client is going on a trip, prepare a travel guide and obtain venue passes for them;
• bring dinner to back-to-school nights; and
• send birthday cards.

Meet Clients Where They Are

It’s very important to meet clients where they are, attendees indicated — both literally and figuratively. “Be in schools before and after school. Then schedule follow-up meetings,” said one advisor. “Listen to client needs,” another argued.

The Bottom Line

“Make sure you touch your clients and let them know you care,” said one advisor.