Are you getting the most out of your client relationships?

Developing strong relationships with your clients doesn’t happen overnight, and there’s no one-size-fits-all approach. Like any relationship, it takes time and a multi-pronged strategy to foster an environment that serves both parties well. In this month’s newsletter, we’re taking a closer look at how you may be able to get the most out your client relationships. We’ll feature:

• Are you experienced?: The rise of the ‘experience-centric’ firm.

• Time for a pop quiz: Have more informed discussions.

• In a pickle(ball)?: Is the secret to stronger client relationships on the pickleball court?

• On the right track: Have conversations that get you to the ‘buying zone.’

When in the course of client events …

You’re sure to know your clients’ finances inside and out, but how much do you know them as people? Client events are a great way to foster stronger relationships with your customers outside of the dollars and cents. In fact, research has shown firms that incorporate meaningful experiences and holistic planning along with their financial expertise cut their attrition rate to less than a quarter.

Of course, this can be easier said than done. We spoke with event planning experts including Evan Noll and Alecia May about how to plan and execute worthwhile events.

An experience-centric service broadens your relationship with your clients, but there are other tools at your disposal if you’re looking to foster deeper and more meaningful conversations about their retirement goals.

An important quiz (that nobody needs to study for)

Nobody wants to hear the word quiz, especially if they’re decades out of school. But our retirement income style quiz is just 10 questions (we promise) and can help inform vital discussions with your clients by providing a clearer picture of how they may want to fund their retirement needs, wants, and wishes. While the results are not prescriptive, they can be just the spark you need to have fruitful conversations.

Is pickleball the new golf?

It might sound crazy, but there may come a day when pickleball overtakes golf as the networking sport of choice. Consider the following: It's the fastest growing sport in America — an estimated 5 million people now play.

Whether you're a pickleball aficionado or not, sports and hobbies are a great way to forge stronger connections with clients, and hitting the court may be more fun than you think. (Trust us, we've tried.)

The journey to the ‘buying zone’

Finding the right words to say can be difficult, but so can knowing when, where, and how to have certain conversations. That’s the foundation of Message Mapping, the latest workshop from Global Atlantic Consulting. The workshop is built upon some extensive research to create a roadmap for financial professionals to follow to help them craft a compelling narrative when discussing annuities with their clients. We won’t get into the whole thing here (you can do a deep dive yourself), but here are some highlights:

• Questions to ask your clients throughout the selling process

• Words to use, and words to lose

• Common checkpoints to engage your customers

Sound like something that could benefit you and your practice? Find out more about the Message Mapping workshop.

One more thing: Did you know Global Atlantic has a new printed version of Your Thriving Practice? Subscribe for FREE and you’ll receive a copy! All the expert insights, fresh analysis, and practice management tips in your hands. In the meantime, don’t forget to visit YourThrivingPractice.com for our latest content.