Tuesday 22 February 2011

The second psychological need is the need for recognition. Affluent clients in particular want their accomplishments and influence recognized. Individuals who give money, time and energy to an organization, chairing an event or funding an important initiative receive recognition from the community and so should receive it from you. Advisors who want to deepen their client relations should find ways to sincerely compliment clients in those efforts, for instance, when they make a donation to a charitable cause.

The second psychological need is the need for recognition. Affluent clients in particular want their accomplishments and influence recognized. Individuals who give money, time and energy to an organization, chairing an event or funding an important initiative receive recognition from the community and so should receive it from you. Advisors who want to deepen their client relations should find ways to sincerely compliment clients in those efforts, for instance, when they make a donation to a charitable cause.

However, to execute, do you know and does your database include the special interest associations and organizations in which clients and prospects are involved? Have you set up a Google alert on these organizations to capture “news as it happens” so you can be first to recognize client and prospect achievements?

Another way to provide recognition is to acknowledge when a client achieves certain levels of success in their financial planning. For instance, if a financial advisor puts together a plan for a client to make $1 million incremental increases, each time the client reaches a new funding level the advisor should send a congratulatory note. Most of the affluent thrive on recognition of their influence and accomplishments. Call it what you will – but it is a true pathway for success.


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