The human side of advice

Many of you joined this business because you like people. You thrive on the interactions at annual meetings; you live for the rush of seeing your clients achieve goals and then spend their hard-earned wealth.

While recent spates of low returns make it easy to get caught up in product and market analysis, its these times that test the strength of your client relationships and make them ever more relevant.

To that end, we bring you a collection of resources and stories to help build new relationships and buttress and revitalize the ones you already have:

Keep clients during a crisis

Warmth and authenticity are valuable traits in any relationship. Yet too many people think they should be detached and unemotional when dealing with finances. How can you show clients you care without losing your professionalism?

Let advisors speak for themselves

Advisors using Twitter and other social media platforms should be allowed to speak their minds. After all, it makes them more accessible to clients. Here’s how two firms do it.

New twists on client appreciation events

These annual gatherings can build relationships and lead to referrals. But wining and dining alone won’t cut it. What are advisors doing these days to differentiate themselves from the pack, and what do clients truly want out of these get-togethers?

Save an endangered relationship

Sometimes when clients leave, it can be a surprise. But, often there are signs the relationship is on the rocks. Even though many clients will keep quiet about their troubles, you can look for these signs of distress.

Social media: New tools for an old game

Despite the emergence of new ways for getting in touch with clients, the principles of communication haven’t changed. Still, social media offers ways for clients to get to know you as a person, and not just as an advisor.

The best (and worst) client gifts

It’s hard enough to choose the perfect gift for a relative or a close friend. Gifts for clients are even trickier.

Plus:

• 6 ways to close a prospect
• Improve your e-mails to clients
• 5 ways to get referrals
• Put on a great seminar
• Why good service can bite you