For top-performing financial advisors, we have observed three critical elements that determine client acquisition success:
Left-brained financial advisors focus on logical thinking, analysis and accuracy. Right-brained financial advisors, on the other hand, focus on aesthetics, feeling and creativity.
However, client acquisition success is a function of both brain hemispheres, in addition to another noteworthy catalyst that we refer to as “self-leadership.”
Process. Left-brained dominant financial advisors’ bring considerable talent to the client acquisition process. This includes building a comprehensive client acquisition checklist that contains the fundamental business development components. For example:
Creativity. Right-brained dominant financial advisors excel at the important “soft skills” of client acquisition. These include:
Self-leadership. The third characteristic of client acquisition success is equally important. This includes:
We have seen that the best financial advisors, and advisory practices do not necessarily excel at all three areas. However, they are consistently good-to-very-good in all three, and work diligently to emphasize their strengths and compensate for their weaknesses.
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