Practice Smart Client Relationship Management
Ask yourself this fundamental question: Do I know how happy my clients are with me, and am I fully leveraging them to help me grow my practice? --John J. Bowen Jr.
It's much easier to garner business from existing clients than it is to attract new clients to your door-assuming your clients are happy with you. Yet only 16.4% of surveyed advisors regularly ask their clients for referrals, while just 10.9% of respondents regularly ask for additional assets to manage. This could be because advisors aren't quite sure how happy their clients are with them. Consider that a mere 2.7% of advisors conduct annual client satisfaction surveys, and just 6.8% say they have a formal way to assess client satisfaction. Ask yourself this fundamental question: Do I know how happy my clients are with me, and am I fully leveraging them to help me grow my practice?
-John J. Bowen Jr., in Benchmark Yourself Against Other Advisors
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