Although it takes longer to build genuine relationships, ‘you get a lot further when you treat people like people rather than opportunities. Focus on those you connect with, who need help in the areas that interest you the most,’ says Julia Chung of Spring Financial Planning in Surrey, B.C.The very first thing Alexandra Valdal’s friends did when she began her career in life insurance a decade ago was to warn her not to contact them about life insurance.
Ms. Valda promotes financial literacy through regular workshops and aims to post about whatever she’s teaching on social media, when appropriate. Making yourself available online to accommodate busy schedules also is key to building client relationships, says Ms. Simmons. Before you decide on the approach that you’ll want to take to attract clients, understanding your own business and the types of clients to whom you can provide the greatest value is vital. Donald Chu, co-founder and chief compliance officer at Finaeo Inc., an online sales platform for advisors, suggests taking a Myers-Briggs test to determine the best client fit for your unique personality.
“Show up where they hang out – both physically and virtually – and build relationships with the other professionals they work with, including other advisors,” she adds.