Quick Ways to Better Engage with Clients

Since we work in such a service-oriented field, keeping clients and prospects engaged is one of the most important facets of our job. The strength of our conversations and interactions with clients can be a deciding factor in whether they’ll work with us long-term. Here are several quick ideas for keeping clients’ attention during meetings and remaining top of mind afterwards.

Leverage Visual Tools

Financial terminology and tools can seem convoluted to clients and prospects, as they likely don’t have our level of expertise. And while it can be easy to get wrapped up in the details of the financial instrument you’re describing and lose the client’s focus, implementing visual assets can help you break down information into a more digestible format.

For example, let’s say you want to help your client start a monthly savings plan for retirement. Instead of just listing off figures that they may not register as important, try creating a PowerPoint with relevant examples to highlight the importance of having a monthly savings plan. I like to show clients a PowerPoint slide that breaks down exactly how many paychecks they may receive until retirement, based on age and bi-weekly pay periods. Let’s say that, if your client is 45, they’ll likely receive 480 paychecks until retirement on a bi-weekly pay schedule. Your PowerPoint slide could break down the number of paychecks they have left. Then, take that opportunity to ask if they’d be able to sustain themselves with that number alone.
Seeing a visual representation of how much money they’ll need to save before retirement helps my clients understand the urgency of kicking off their savings plans. In turn, this also helps them become more trusting of my advice. 

Remain Top of Mind

As you wrap up client meetings, make an impact and secure your position as their long-term advisor by ensuring that your name and business are memorable. Without an incentive to remind them why they should work with you, it’s possible they might not consider you any further after the meeting. Make sure to show your appreciation and pique their interest in working with you as the meeting concludes.

One of the ways to do this is by creating a financial organizer for your clients and prospects that provides quick and easy retrieval of their financial documents and information in an organized, precise format. Creating this organizer will help you identify additional opportunities for your clients, while simultaneously showcasing your dedication to helping them achieve long-term financial security.

From the initial meeting, you’ll need to ensure clients and prospects feel valued and communicate that your main goal is to help aid their financial growth and security. The level of acknowledgement and appreciation that people receive can influence their behavior, so cultivating that relationship will allow them to become more comfortable with you and your business. In turn, you’ll improve your client relationships and grow your client roster.

Michael Morrow, CFP, has in the financial services profession for more than 25 years. Michael is an MDRT Member, International Speaker and Author of the bestselling: Leading Marketing Strategies™ and The Picture Sells the Story™.