Experts recommend that advisors should engage with clients in a meaningful way 12 to 18 times per year. These interactions should focus on the clients' interests and their financial well-being rather than being casual, off-topic chats. Clients appreciate being contacted, especially when the communication is centered around their needs and concerns, typically related to their financial health.
However, balancing these meaningful interactions with your other essential tasks can be a challenge. Attempting to call dozens of clients 12 to 18 times a year could consume a substantial portion of your time. Furthermore, the probability of reaching voicemail is quite high, rendering phone calls an inefficient method of connecting with clients.
Sending emails to your clients is a more time-efficient approach, yet it often results in a more passive and less engaging interaction compared to a phone call. Many emails remain unanswered, particularly when the recipient perceives them as generic messages sent to a broad audience. You might have encountered similar emails yourself today that you chose not to respond to.
So what is the answer?
Digital interactions that offer valuable information and actively seek client feedback can significantly elevate client engagement. When executed effectively, clients perceive that they are being listened to and their concerns are being acknowledged. They appreciate the effort taken to involve them in discussions relevant to their financial well-being. Moreover, these interactions can yield additional opportunities for upselling, garnering referrals, and fostering goodwill.
Here is a selection of content readily available in our Template Library. Naturally, PreciseFP offers the flexibility to adapt this content to your specific requirements, or even craft your own materials tailored to your areas of expertise. You possess an in-depth understanding of your clients and their unique needs. By creating engagement materials that integrate your knowledge and cater to your clients' requirements, then incorporating them into your library for use as part of your ongoing engagement strategy, you can effectively meet your clients' needs in an efficient manner. This approach can enable significant growth in your practice, should you choose to pursue it.
RTQ and IPS
Our scientifically validated Risk Tolerance Questionnaire has been utilized by clients similar to yours on over 200,000 occasions. It comprises 13 straightforward yet highly effective multiple-choice questions that enable your clients to gauge their readiness to accept potential investment losses in pursuit of higher returns. Our RTQ provides a comprehensive Risk Score, allowing your clients to position themselves on a scale from 0 to 100, where 0 indicates the least comfort with financial risk and 100 denotes the highest comfort level.
Considering that your clients' risk preferences may evolve from one year to the next, it's advisable to periodically reissue this engagement tool. This ensures that your clients feel acknowledged and understood in their evolving financial risk preferences.
In conjunction with our Risk Tolerance Questionnaire (RTQ), we offer an Investment Policy Statement (IPS). An IPS is a document jointly created by an advisor and a client, delineating the advisor's guiding principles. It outlines the client's overarching investment objectives and articulates the strategies the advisor will employ to fulfill these objectives. Our IPS is fully customizable, which is crucial as each firm typically adheres to its unique investment style, necessitating a tailored IPS.
Furthermore, our IPS seamlessly integrates with our RTQ, allowing the Risk Score to transfer directly into the IPS, becoming a permanent component of the signed document. Notably, our IPS incorporates e-signature functionality, eliminating the need for clients to print, sign, or fax any documents.
An IPS is a document that should undergo periodic reviews, both by the advisor and the client. Sending your clients their IPS at regular intervals demonstrates your commitment to staying on top of their financial goals. This process is made incredibly straightforward by PreciseFP, benefiting both the advisor and the client, essentially serving as a straightforward engagement touchpoint.
Regularly assessing how well your advisory firm aligns with your clients' expectations, aiming to not just meet but exceed them, is of utmost importance. Conducting an annual survey is a straightforward method to achieve this. Within our Template Library, you'll find a survey that can be utilized as-is or swiftly tailored in a matter of minutes to align with your firm's unique characteristics and your clients' preferences.
Tax season is an annual occurrence for your clients, potentially even more frequent for business owners. To assist your clients, why not share our year-end tax planning template available in our Template Library? This template consists of 5 straightforward yet crucial questions that prompt clients to consider the upcoming tax season. Sending it out before the year's end provides them with ample time to take any required actions, which may involve initiating the process of opening an IRA (or a similar) account through your services. Don't be surprised if clients choose to share this resource with friends and family who might soon seek your services as well.
Every new year typically prompts reflection on our goals, both past and future. Your clients share this common inclination, encompassing various aspirations, some of which pertain to their financial well-being. They want to confide in you about these goals, entrusting you to hold them accountable and collaborate to help them come to fruition someday.
Within our Template Library, you'll discover a Financial Goals template that facilitates the tracking of your clients' objectives. Some of these goals may have already been achieved, while others may become obsolete. Regardless of the outcome, you can easily stay in sync with your clients' goals by sending them our Financial Goals engagement piece annually, pre-populated with their previously listed aspirations. Consider making this an annual tradition by sending it out at the start of each year.
Make it a regular practice to distribute our Household Structure form annually to keep your clients' household information up-to-date, including addresses, phone numbers, emails, and any other changes. This simple step ensures that you maintain current and accurate data about your clients. In cases where changes are made, the updated data can seamlessly integrate with your CRM system.
It's highly probable that your client's household or someone within their network is dealing with student debt. Position yourself as a valuable resource to assist your client or anyone they might refer to you in effectively managing student debt. This proactive approach could lead to unexpected business opportunities.