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Commentary: 6 key words add up to client loyalty

Management coach John Bowen lists six key words — all beginning with C — that he says are paramount in strengthening client loyalty. "A devoted, delighted client base is vital to creating and growing a truly exceptional practice," he writes, noting this is important because "[w]e are moving toward an…

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Commentary: Financial results not always enough to satisfy clients

Providing a positive client experience is not just about achieving good financial performance, writes Matt Matrisian of investment solutions provider AssetMark. In an increasingly competitive environment, he asserts advisers need to enhance their client service by constantly updating their offerings and being proactive in engaging with clients, providing advice that…

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Advisers urged to be more proactive with grieving clients

When a client loses a loved one, advisers often tell them to "call anytime," but bereavement consultant Amy Florian says advisers should take the initiative and call the client themselves. She suggests a structured approach in which the adviser provides an outline of topics and outcomes covered in the client…

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Commentary: Social relationships with clients can boost referrals

A client who has a social relationship with a financial adviser is more likely to recommend that adviser to others compared with a client who has a business-only adviser relationship, write Stephen Boswell and Kevin Nichols of The Oechsli Institute. Advisers can use a metric to determine how likely a…

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Client experience is key to success

In a survey of financial advisers and investors conducted by Jefferson National, 86% of respondents said customer experience will become increasingly important for attracting and retaining new clients. According to Nationwide's Mitchell Caplan, "[P]utting the client first is not just a regulatory requirement, it's a business necessity that is increasing…

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A 7-point plan to boost advisers’ and clients’ wealth

The financial goals of advisers and clients are often similar, writes columnist John Bowen Jr., who outlines seven steps for accumulating exceptional wealth. They include carefully selecting the endeavors most likely to be fruitful and using failures as opportunities to refocus and improve. Financial Planning online

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May 18th Self-Directed Power Lunch Recap

Welcome to the relaunch of our popular Self-Directed Power Lunch (SDPL) meetings. At our SDPL meeting on Thursday, May 18 co-host Peter Holmes CLU, ChFC, RHU, REBC, CASL (Life Insurance Consultant at The Guardian Life Insurance Company of America) did a superb job addressing questions posed and shared a couple…

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Charisma is a skill, not a gift — a Stanford psychologist shares 6 ways to build it

Emma Seppälä, Contributor May 12, 2017, 1:30 PM We think charisma is a gift, a special charm that some people have and others don't. In researching my book "The Happiness Track," however, I found that charisma is not so much a gift as a learnable skill you can master. What presence…

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When should an adviser bring in an estate planner?

There are numerous occasions when financial advisers and estate planners could benefit from working together, lawyer Rashad Wareh said recently at a conference, but the onus is on advisers to reach out because they interact with clients most. He outlines six scenarios in which advisers should call on estate planners….

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Commentary: Sharing clients and prospects could lead to more business

Sharing your clients and prospects with other salespeople in exchange for them doing the same could lead to more business with better clients, writes Lew Nason of Insurance Pro Shop. Sharing clients with other reputable salespeople can help you establish yourself as a trusted advisor and prevent you from losing…

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