As an independent financial adviser, you have your clients’ best interests at heart and we know that you are always looking for ways to maintain and develop strong, long-term relationships with them.
All good relationships are founded on clear and consistent communication – how (and how often) you talk to people goes a long way to determining the nature of your relationship as well as the level of trust you share. Looking to improve the way in which you communicate with your clients? We have some ideas to get you communicating better this year.
Three ways to create better client communication
1. Remember that you’re dealing with an individual
From an initial meeting to a follow-up session, it’s important to remember that every client is an individual and that means they require an understanding of their unique needs even as they need to have all their financial basics in place. Consider using a ‘general, then specific’ approach for establishing your client’s needs and preferred communication style. Talk generally to your client about their lives and interests and let them see your ‘human’ side as well (while maintaining the expected level of professionalism). Then delve into specifics to make sure you truly understand what they need from you and why.
2. Use more than one channel
Depending on your client base, there are many different ways in which to reach out to them and to stay in touch. These can be traditional (such as a phone call, face-to-face meeting, or brochure) or more modern (such as email, blog posts, or online newsletter). Choose a variety of communication channels to allow different clients to interact with you and your message in the ways in which they feel most comfortable. And don’t forget to ask new clients what kind of communication (type, style, and frequency) they prefer to ensure you give them what they need right from the start of your relationship.
3. Work your brand
Whether you work for yourself or as part of a group, it’s important to represent your brand (and your belief in its values) every time you communicate with your clients. You can use a strong brand as leverage for your own reputation to build a closer trust relationship with your client – if your brand is all about reliability and security, behave and speak in such a way as to evoke those feelings in your client. If your brand is about ground-breaking innovation, bring that sense of excitement and belief in your forward-thinking approach to the table. Be authentic to the brand you represent and it will raise your standing in the eyes of your clients, especially when you are helping them navigate a financial concern.
At TRG, we love working with independent financial advisers because we believe that is the best way to help our clients protect and grow their wealth. Are you an independent adviser looking to work with a team that understands this? Talk to us about our range of insurance and investment and wealth management offerings, and about what we can do for you and your business.