Welcome everybody! Welcome to the 438th episode of the Monetary Advisor Success Podcast!
My visitor on in the present day’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 belongings below administration for 100 consumer households.
What’s distinctive about Nikki, although, is how she has been in a position to enhance consumer retention and satisfaction by asking key questions that assist her attain a deeper degree of understanding with prospects and purchasers and in the end present them with the next degree of service.
On this episode, we discuss 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 an excellent match between an advisor’s strengths and character and their purchasers’ wants (and why this implies that not each advisor-client relationship is an effective match), and the way Nikki provides a private contact to consumer items as a way to guarantee they stand out and cement lasting relationships (bettering consumer retention within the course of).
We additionally discuss how Nikki tends to keep away from small discuss when beginning consumer conferences, preferring to as a substitute observe up immediately on a beforehand mentioned occasion of their private lives (demonstrating her potential to see them as distinctive people), Nikki’s ways for addressing mistaken assumptions prospects and purchasers generally convey to the desk to calm their nerves throughout market volatility and preserve them targeted on their objectives, and the way Nikki prepares a personalized assembly abstract and follow-on process listing (and has the consumer acknowledge that it displays their expertise within the assembly as effectively earlier than it’s finalized) to additional guarantee purchasers really feel heard and understood.
And make certain 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 perfect consumer persona to debate their challenges in a cushty surroundings, how Nikki discovered how one can filter out worthwhile suggestions from the fixed barrage of (usually unsolicited) opinions on how she ought to function her observe, and the way Nikki’s profession path has led her to a agency that permits her to construct and run her observe in a approach that is aligned together with her values so she might be her genuine self when assembly with prospects and purchasers.
So, whether or not you are inquisitive about studying about how one can 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 how one can construct a observe that is aligned with one’s values, then we hope you take pleasure in this episode of the Monetary Advisor Success podcast, with Nikki Savage.