What does it take to be a rainmaker these days? The industry has changed. Old rainmaking tactics have become passé. As it turns out, the softer issues win out here, too. When clients complain it’s likely to be from lack of attention than lack of portfolio performance. Being authentic and building on your own organic wealth creates advocates for your business.
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Firm culture and advisor support are two other factors that make a difference. Honesty, putting client needs first, and showing you care about their particular situation are key elements for client loyalty and referrals.
Being a resource for your clients and outsourcing aspects of service you may not have the time or particular expertise or experience in will raise your value exponentially in the eyes of your client. Spreading yourself too thin and trying to adopt elements of service at a surface level can all too easily work against you.
Clients may become confused about what you do and their experience with you will be subpar. Choose the types of clients you want to work with and make your work one of the most fulfilling and rewarding activities of your life. The atmosphere naturally created by such satisfaction
will become contagious.
After all, clients want to work with someone who’s passionate about what they do. That indicates an advisor may become passionate about serving them. There’s no better way to differentiate yourself.