Micah Solomon says it so well,
If you can anticipate
You can differentiate.
If customers feel at home
They’re unlikely to roam.
So, the question is, how do you make them feel at home? Well, there are lots of ways but today I’d like to talk about what you’re clients expect from you – your expertise; because it’s your expertise that they value. Offering Financial Advice is such a broad term and it can encompass many things to different people.
At the end of the day, clients expect you to have their best financial interests at heart which means knowing who they should speak to and when. Your clients don’t expect you to know everything about everything, however, what they do expect (and should) is that you have relationships with professionals that can help them throughout their life journey. For example, when they want to buy a property, you can connect them to the right person conversely when they want to move into a retirement village, you can connect them with people who can assist.
Anticipating your clients needs before they start looking for a solution is one of the most valuable things you can do. But, you can’t do it if you haven’t built the appropriate relationships with the appropriate professionals.
Brainstorm all the possible professional services your clients could possibly need throughout their lifetime and take action to develop professional alliances with them. Develop JV’s or don’t, but do take action to ensure you have the right relationships with all the right people so you can retain your client and give them the expertise they expect from you.