What Does a Client Relations Manager Do for You?

What is more powerful? You telling someone about how terrific you are at your work? Or someone with no agenda, telling a friend or colleague your practice has changed their life for the better? Even more, it’s made them enjoy creating security and wealth?

There is power in it, when a person --who is not you-- says your name. There is power in your name when it appears in a message from someone else.
Your Client Relations Manager is a consistent voice, dropping your name into clients’ and prospects’ daily awareness.
The appointment is the big goal: put a meeting on the calendar. The secondary goal builds energy—it answers the questions: Who helps me stay on track with my budget? Who gives me trustworthy advice? Who raises topics I hadn’t considered, and guides me through complex financial events?
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Your name, said by another, in a friendly, timely manner… That is the magic. You become the Go-To for your...
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Cold Calling Orphan Clients

I bring reluctant and orphan clients back into an active planning relationship. All of the advisors I work with can tell stories about how I charmed someone into a conversation.

My favorite one involves a business owner who happened to live in my hometown. I called him to say his accounts, which had been reassigned to a financial planner I work with, could use an update. As he objected that he did not need to speak to an advisor, and he was very busy, I investigated his file in the CRM system.

His home address was around the block from my childhood home.

When he finished his initial objection, rather than asking him to please schedule a short phone introduction with his new advisor, I asked him, ‘Jim, I just noticed your address. Do Nancy and Bob still live next door to you on Elm Street?’ He said, ‘Do you know them?’ …

‘Why yes, I played with their kids--we spent a lot of time running around each other’s back yards.’ ‘Oh...

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