Client Engagement Styles: What you need to know | Financial Advisors

If there’s one thing that the financial planning world has in abundance, it’s advisors. There are plenty of large firms out there willing to take over the duties in managing people’s wealth along with new and improved AI-driven trading and financial planning technologies.

Set yourself apart from competitors

You know by now that these competitors have nothing on a real financial planning advisor. The benefits that come from sitting down with a person that you have a relationship with to figure out what their next steps should be in managing their assets is invaluable. You know this, but that doesn’t mean the clients you have, do.

While results often speak louder than words, that doesn’t mean you should never address client engagement. It’s important to understand how your clients want to talk about their wealth and in what ways they will engage with topics pertaining to it. Cracking the code of how your clients like to communicate is a simple way to potentially land more business, but more importantly, gain their trust. 

Understanding client engagement styles

 

In a world that is becoming increasingly untrustworthy, trust is the one commodity that can make you rise above the competition. Knowing how your clients like to engage about their future proves that you’re thinking about them, putting their wants and needs at the top of the list, and that you will be there for the long haul to make sure their assets are protected into the future.

Understanding your client engagement will make your job easier as well. After decoding their style, you’ll get a sense of how much communication they want from you, where and when you should put your nose into their financial business, and how to operate in more intimate situations. This can take some of the intimidation out of those heavy conversation like end-of-life care or what to do after the death of a spouse.

Everyone wins when you put in the time and effort necessary for understanding engagement styles. While it may take a little bit of time or force you to step outside your comfort zone, having happy clients that trust you to manage their wealth effectively will be a reward in and of itself. 

You can learn more about the three core client engagement styles here and how to implement them in your own practice.