From my conversations with our advisers, I know that they are very committed to their clients. They think about them and they review their files. They discuss financial strategies with colleagues as they relate to particular clients. They analyse their clients’ portfolios – both investment and risk. Overall, they keep their finger on the pulse.
What they sometimes forget to do is actually let their clients know that they’re thinking of them. Of course, this sounds pretty fundamental. But if you’re honest with yourself, it has probably been a while since you’ve contacted some of your clients. Everyone will have a different reason. Maybe it is just a case of the squeaky wheel getting the oil and the rest being forgotten. The longer it gets, the more awkward it becomes.
So let’s think about this. You’re the person tasked with protecting their financial future. You are a VIP in their lives. You don’t need a specific reason to get in touch. Open up your CRM, remind yourself of any relevant and salient points and pick up the phone. Go ahead – don’t even finish reading this article. Just call someone now!
Great, you’re back! You could send them an email, but it will be one of 100 that they get today. Chances are they won’t even read it. So how about sending a text message? People love getting texts. They get a little endorphin rush when their phone chimes. It makes them feel wanted. You can use your CRM for sending texts, too. That way you’ll have a record of the contact (so you can easily calculate the last time they were contacted).
If you want to be really cheeky, you could even send out a bulk SMS! Send one to all the clients saying “have a great long weekend from the team at XYZ FP” or be a little more specific and segment out a list of Chinese clients to wish them a Happy New Year (at the right time of year, of course).
One of those clients will see your name and remember that they need to roll over a super policy that they found or refer their friend who was talking about needing life insurance. It can only help, can’t it? Let them know you care.
