When Invesco Global Consulting asked advice clients if they were having ESG conversations with their advisers, three specific investor groups stood out.
Clients want advisers to ask them questions. They want advisers to know more about them, and research from Invesco Global Consulting can shed some light on the specific things they want to know about.
The next generation are not automatically inclined to turn to their parents’ financial adviser, according to research from Invesco. Using the “power of curiosity” can aid retention, however.
Simple techniques like analogies and metaphors can help you connect with clients, but ‘storyselling’ needs to be simple and relatable.
In unpredictable markets, emotions can run high, and good intentions mingled with bad communication can potentially damage adviser-client relationships.
Many studies have shown that the number one-way financial advisers find new clients is by getting referrals from their existing clients, this is true in many other industries as well – it is an age-old way to grow your business.
During a recent presentation of Invesco Global Consulting’s program, Priceless, I asked a room full of advisers how many of them had changed the way they do their annual client review meetings in the last 5 years (COVID19 changes aside).Â
Do you know the name of your number 1 client? I am sure you do. What about the name of your number 20 client? Or your number 43 client? Â
As an adviser, you want your clients to be educated on the importance of financial advice. Research has shown that a one-size-fits-all approach to communication isn’t the most effective tactic and while it’s near impossible to customise messages person to person, it turns out that it’s quite easy to customise them by one big factor…
