Want to create clients that talk about you all the time? Just doing your job well will NOT create that! Doing investment research… returning their calls promptly… being friendly with them… THAT’S YOUR JOB! They expect that from you, so that is not going to get them talking you up to their friends and relatives…
But… doing THIS one little thing that requires maybe 5-minutes and a little thought will get your clients raving about you to their friends and relatives! Here’s how you do it:
Create a process for your office called the “5-minute Fix”. Have all your employees and yourself spend just 5 minutes finding something extra you could do for a client or prospect. The gesture could be anything from finding a helpful article on something they mentioned… making a phone call to someone that could help them with a little problem they are having… getting them a gift certificate for something they mentioned…
It doesn’t matter what it is… it PROVES that you listen to them and care. An advisor that did this found that his clients were way more impressed with these little signs of caring, than they ever were with his money management skill (of which he is no slouch).
Make it a habit to do this in your office and watch the big uptick in referrals. The advisor that created this “5-minute Fix” credits it for his successful, referral driven practice.
