Here’s a short video (just over 2 minutes) with a practical idea to help your business grow.
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Today’s tip is about the first thing that needs to be done in order to proactively nurture and engage your clients… so they stay with you forever!
If you want to send really meaningful communication to your client on a regular basis, so you keep them engaged and keep them aware of all of the different triggers that could be going on in their life that they could be seeking advice for… from you.
Then the first thing that you’ve got to do is… you’ve got to make sure that the data that you’ve got collected online for these clients is actually relevant and up to date.
So, if you wanted to get in touch with all of your clients for instance who haven’t had a mortgage review lately, then are you right now in a position where you could go through your database clearly and filter just those clients with a mortgage and then write a communication or write an email that you could send them and it would only be sent to those clients?
Well, a lot of advisors would not be able to say ‘yes’ their data is at that point.
So, I kind of liken it to when you paint a house or when you paint a wall.
The first thing you’ve got to do is firstly clean it all down and get rid of any old residue or old paint or wallpaper.
Then once that’s done, you’ve got to prime it.
You’ve got to get it ready.
And all of this preparation takes a fair bit of time.
The actual painting of the wall is really reasonably quick (well it depends on how big the wall is or the house).
And it’s no different to your database.
If you want to proactively get out there and engage, at a more meaningful level with your clients and really start to nurture them far more than you are today, the first thing you’ve got to do is a thorough cleanse of your database.
Think about…what are all of the relevant pieces of information that I need on my clients and maybe it’s their age, maybe they’ve got insurance policies, maybe they’ve got mortgages, maybe they’ve got debt, maybe they’ve got school-aged children.
So, look beyond just product but look at it from a life stage or trigger event point of view and think about… what is all the data that I need… and make sure it’s up to date.
And if you like a lot of advisors they’ve got that information, but it’s hidden somewhere.
It’s in the Statement of Advice or it’s is, in Fact, Find or the Profile or Questionnaire, so it’s not able to be used [today] as a filter to be able to make meaningful contact with your clients.
So I highly, highly encourage anyone who is ready to get out there and nurture their clients, more than you are today, Step One: Cleanse your database.
Understand what is the information that you need so that you can then develop meaningful communication to send to those particular clients.
Whatever you do with that, Make It Count.
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