Tuesday 29 October 2010

What people want today is the opportunity to truly know and trust and have a relationship with their advisor. Speed readers may miss the key change here. Prospects and clients alike have always wanted to know and trust the person with whom they do business. The change is that now they demand a real relationship – a relationship that is based on a true understanding of their passions, interests and concerns. It is also knowing their values and behaviors and using this knowledge to personalize and humanize all interactions.

Do you know enough to have a real relationship with your best clients?

  • Do you know where they went to school?
  • When did they start their current business, profession or job?
  • Is their family local? If not, where are they?
  • What clubs or organizations do they belong to that support what they do for a living, recreation or cultural, charitable, ethnic, even religious interests?
  • What are special dates or events in their life?
  • What is their preferred method of communication?
  • If they have pets, what kind?
  • What is their favorite non-alcoholic beverage for in-office visits?
  • How do they make decisions?
  • What are their core values?

The more you know, the better you can out-perform and out-behave the competition.

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