Why Clients Leave (And How to Keep Them)
What You'll Learn In Today's Episode:
- Tracking net client flow is essential for understanding client relationships.
- Clients need to feel valued and understood to appreciate advice.
- Self-reflection is necessary to identify issues in client relationships.
- Asking questions fosters empathy and deeper connections with clients.
In this week’s recap, Amber Kuhn highlights the often-overlooked foundation of successful financial advising: genuine client relationships. While industry expertise matters, Matt and Micah shared Monday that empathy trumps technical knowledge when it comes to client retention. Tracking net client flow in 2024 isn’t just about celebrating new additions – it’s about understanding why clients leave and addressing the root causes.
They tackled the delicate balance between “graduating” ill-fitting clients and confronting uncomfortable truths about advisor shortcomings and shared their approach to client questions. Rather than viewing inquiries as challenges to defend against, they reframe them as opportunities for deeper understanding.
