July 26, 2018 | Article
A growing volume of research is finding that human beings are hard-wired to help each other. We tend to want to help those who have helped us – a form of social reciprocity that can be very rewarding in the long run to those who help others. It’s human nature to remember those who remember you. It’s also good for business.
According to Michael Sciortino the author of the best-selling book “Gratitude Marketing”, expressing gratitude and appreciation to clients on a consistent, systematic basis is a big differentiator for your business because it’s an easy way to distinguish your practice from Advisors who don’t bother to do it.
Whether it’s sending clients cards on their birthday, sharing a congratulatory greeting on an anniversary, throwing a retirement party or hosting client appreciation events, it shifts the dialog away from perceived pushy sales tactics toward more personal, authentic relationships.
A recent survey of more than 300 financial advisors by Janus Henderson Labs revealed that those who use a systematic approach to expressing gratitude through a thoughtfully considered action tailored to the client’s personality manage $30 million more in assets than those who take an ad hoc approach. In addition, those who take a consistent approach have an average AUM of $146 million and experienced 13.2% growth of AUM over the past year versus $116 million and 10.8% for those who reach out on ad hoc basis.1
When you make gratitude a constant in your business, you earn clients’ trust through your integrity and begin to see opportunities in everyday life occurrences. It also builds strong, positive client relationships.
RoboWholesaler.com was created to increase productivity for Financial Advisors. By making a wide range of funds and fact sheets available, it frees up more time for Advisors in our network to take the time to show clients they appreciate working with them.
The RoboWholesaler app is now available for free in the App Store and Google Play. It offers you a fast, easy way to review fund performance rankings, get up-to-date fund fact sheets for top-performing funds and at-a-glance summaries of key fund information.
1Janus Henderson Labs, “Gratitude Gains”: https://en-us.janushenderson.com/advisor/advisor/gratitude-gains-info/