Face it, success in financial services is built through fostering relationships. The transactional advisor has gone the way of dial-up internet—still out there and still working, but clearly there are better ways to get the job done.
The WOW 2.0 Firestarters General Session at the recent 2020 NTSA Summit, presented by Lindsay Troxell, addressed understanding your clients so you can keep them as your clients.
Troxell didn’t mean regularly updating clients’ account profiles. Instead, she described how to develop a “WOW” mindset to connect with them on a deeper, more personal level. She explained how some rather simple adjustments to daily activity could move one away from the conventional way of doing things and create a lifestyle change for one’s business. By encouraging the audience to make a shift in how they think about prospects and focusing on working with those whom one likes, Troxell helped attendees realize that they could build a practice with the people who get them excited instead of those who drain their energy.
Lindsay’s presentation also teaches you what a “focinar” is, but more important offers great ideas on how you can WOW your clients every day.
Christopher J. Zingaro is Head of Marketing and Business Development at ABMM Financial.
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