Welcome everybody! Welcome to the 438th episode of the Monetary Advisor Success Podcast!
My visitor on right now’s podcast is Nikki Savage. Nikki is a senior director within the Tampa, Florida, workplace of the RIA Sequoia Monetary Group, the place she manages roughly $150 million in property beneath administration for 100 consumer households.
What’s distinctive about Nikki, although, is how she has been in a position to increase consumer retention and satisfaction by asking key questions that assist her attain a deeper stage of understanding with prospects and purchasers and in the end present them with a better stage of service.
On this episode, we speak in-depth about how Nikki makes use of a sequence of inquiries to dig deep right into a consumer’s background to make sure they really feel heard, understood, and cared for, how Nikki views the significance of getting match between an advisor’s strengths and persona and their purchasers’ wants (and why this means that not each advisor-client relationship is an effective match), and the way Nikki provides a private contact to consumer presents in an effort to guarantee they stand out and cement lasting relationships (bettering consumer retention within the course of).
We additionally speak about how Nikki tends to keep away from small speak when beginning consumer conferences, preferring to as a substitute comply with up immediately on a beforehand mentioned occasion of their private lives (demonstrating her capability to see them as distinctive people), Nikki’s techniques for addressing mistaken assumptions prospects and purchasers typically convey to the desk to calm their nerves throughout market volatility and hold them centered on their objectives, and the way Nikki prepares a custom-made assembly abstract and follow-on job checklist (and has the consumer acknowledge that it displays their expertise within the assembly as properly earlier than it’s finalized) to additional guarantee purchasers really feel heard and understood.
And be sure to take heed to the top, the place Nikki shares how she creates significant in-person occasions that convey collectively purchasers and prospects who match her very best consumer persona to debate their challenges in a cushty surroundings, how Nikki discovered easy methods to filter out worthwhile suggestions from the fixed barrage of (usually unsolicited) opinions on how she ought to function her follow, and the way Nikki’s profession path has led her to a agency that permits her to construct and run her follow in a manner that is aligned along with her values so she may be her genuine self when assembly with prospects and purchasers.
So, whether or not you are serious about studying about easy methods to dig deep right into a consumer’s background to construct stronger relationships and promote consumer retention, creating significant in-person occasions that may generate curiosity from new prospects, or easy methods to construct a follow that is aligned with one’s values, then we hope you get pleasure from this episode of the Monetary Advisor Success podcast, with Nikki Savage.