“Set up your future with client success, not the other way around.”

During a recent training session with executive and senior Investors Group consultants, I offered this advice. But what does it really mean?

Our relationships with clients aren’t short-term or summarized in a single meeting. We will find our greatest success by looking at all client interactions as long-term, ongoing relationships. Client success is directly connected to our business success.

Encourage client success

As financial advisors, we can encourage client success by providing a holistic, long-term client experience.

1. Identify clients’ needs first

Many clients will come with action plans already in mind. It’s our role to find out first what their goals are and then offer information and guidance to help them reach those goals. In my presentation, I used a fictional couple, John and Mary, to illustrate this philosophy. John and Mary’s ultimate goal is to save for their future retirement.

2. Offer information and guidance

John and Mary may have already planned to use RRSPs to meet their retirement goals. However, I want to focus on their goals, not specific tactics. This is my opportunity to use insight and perspectives on multiple options that may assist clients achieve their goals. In your own practice, your thorough knowledge of numerous alternatives will help guide clients.

3. Let clients lead us

Ultimately, we want clients to have a confident understanding of their choices — so much that they encourage us to take action on their behalf. Following my mentorship and vision, my team doesn’t “sell” plans to clients. Instead, we help clients like John and Mary understand the opportunities that will help them meet their goals. This philosophy asks clients to take the lead on making change.

A long-term commitment

Providing a holistic client experience isn’t a fast process. Many of my students at the recent training session were surprised to hear that it might take three, one-hour meetings to discuss one single concept with a client. New clients can anticipate upwards of 20 meetings with me and my growing team of professionals.

Remember: your goal is not to sell a plan to the client, but rather to find out how you can help clients achieve their long and short-term goals. Establish a relationship which works with a client over a lifetime, and you’ll ensure your success beyond a single meeting.

Financial consultants can learn more about upcoming informative events by visiting the Agrawal Associates website: Upcoming Events.

-Girish