The Low-Hanging Fruit for Financial Advisors: How Personal Connections Can Boost Growth
By Chris Field
For many advisors, the biggest obstacle to building meaningful client relationships is often the day to day work of running a business. There is always more paperwork to fill out, more emails to answer, more deadlines to meet, and the list goes on. If we’re not careful, we can miss the forest for the trees.
That becomes an even bigger problem when you’re trying to find creative new ways to expand your firm or add value to your clients – you’re waiting for those huge, monumental ideas, right? Some earth-shattering concept that will completely change the game.
But the truth is that there are obvious steps you can take right now to level up your firm. Sometimes, focusing on the low-hanging fruit can make the biggest difference to your business.
What is the Low-Hanging Fruit?
Put yourself in your clients’ shoes – what would make working with you a first-class experience?
If you’re thinking about fancier office spaces or platinum-encrusted name plaques, you’re missing the obvious. The real way to deliver a positive, gold-star experience is simply to remember.
First and foremost, your clients are people – individuals with families, aspirations and struggles. You can connect with them through the important moments in their lives. Maybe it’s a handwritten birthday card or celebrating their latest business milestone. It could be cheering them on at their next marathon or congratulating them on their child’s upcoming wedding.
These major moments are huge to your clients – and they’ll notice and appreciate that you’re paying attention.
Creating Personal Connections
Building deeper connection doesn’t have to come by way of all business all the time. With the power of texting, email, and Facebook or Twitter, we can send a virtual high-five from across town or thousands of miles away. It’s such a simple and easy way to make people feel seen.
Another tip? Personalize your marketing content whenever possible – include their name and topics you know they find interesting.
As a remote company, we use that same approach of building personal connections – no matter the distance – to give our employees a world-class experience. Happy, healthy employees who enjoy their jobs and feel appreciated are more likely to pass that positivity along to others.
Think about what your employees accomplish for the business every day. What’s happening in their lives, inside and outside of the office? How can you cheer them on?
Don’t overthink it – just notice what they’re passionate about and react authentically. You don’t have to manufacture these moments of connection; they are already right in front of you. Rather, you have to notice what your people get excited about and then genuinely be excited about those alongside of them.
As an advisor, you can take this advice outside of the workplace. Every single person you come into contact with is someone who may need your services now or in the future. Even if you have prospects who decided against working with your firm today, you can use your genuine personal connection to stay top of mind when they do actually need an advisor with your skillset or have a friend or family member who does.
How to Leverage Personal Connections to Grow Your Firm
Now that you know the value of those personal connections, it’s time to put it into practice and grow your firm.
For example, if you’re reviewing a tax return for your client Sally, why not offer to look over her portfolio, too? After all, she did mention that large bonus she just received, and she may need help deciding where that unexpected cash should go.
Some clients might need help preparing for their child’s college education costs, and you know the FAFSA application process front and back. Each conversation you have throughout the day represents an opportunity to use the gifts and talents you already have to make the lives of others a little better. That’s exactly what made so many of us choose to get into this field in the first place!
When you build a foundation on that personal connection, those people are more likely to want to use your services. Just remember: people want to meet the authentic you. You don’t need to manufacture moments of connection. The moments are already there, you just have to slow down enough to intentionally notice them.
Don’t just wait for the next big idea to come knocking on your door – go chase a healthier and more enjoyable business with genuine, personal connections in the mundane moments that happen every day.
Create Connections with Holistiplan
Build your business with the basics – and stellar deliverables. Holistiplan’s tax planning software can help you add value to your customer’s lives and build personal connections. Click here to connect with a member of the Holistiplan team today or to schedule your free consultation.