Your current clients are your best clients.
The relationships you already have with clients are the most important connections you can focus on for growth. The key is trust. Here is what we mean…
1. Increase Your Share of Wallet
56% of investors report managing 75-100% of their investable assets themselves. ¹
Nurturing and engaging your clients through personalized communication and offering them the right solutions at the right time strengthens your relationship and shows them they can trust you with more assets. Educating clients properly on behavioral biases can also show them the risks of managing their own investments and how they can benefit from a professional, outside perspective: yours.
2. Lock Down Generational Wealth Transfer
PwC predicts that by 2020, gen X and millennials will control more than half of all investable assets, or about $30 trillion.²
2% of children keep their inheritances with their parents’ financial advisor. With the death of their husbands, only 45% of wives keep their assets with the same financial advisors. ³
You most likely have clients with children or families who will eventually inherit their wealth. The strength of your relationship with existing clients, your efforts to improve their outcomes, and the role you play in their family’s financial education will all have significant impact on whether the next generation sticks with you as their advisor.
3. Earn Meaningful Referrals
93% of clients say they are likely to continue working with their advisor, but only 29% referred someone to their advisor in the past year. 4
We’ve said it before and we’ll say it again: referrals are the best way to grow your client base. Your position as an advisor depends heavily on trust and credibility, and there is nothing more effective in the search for a trusted service provider than a recommendation from a trusted personal connection.
Each of these substantial growth opportunities require one common effort: relevant, personalized, engaging communication. Prospecting is just one more reason we use investor personas based on your clients’ risk preferences, behavioral biases, and communication styles to tell you the most effective ways to communicate with each client, whether via face-to-face meeting or any other channel.