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Responsiveness Key to Client Loyalty, Not Gifts |
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It certainly helps to generate superior returns on investments, but financial advisors can impress their affluent clients even more by responding to calls promptly and providing an alternate contact person when they are not available. With affluent clients, responsiveness is directly related to perceptions of quality service and competence.
 The affluent value accessibility far more highly than advisor support of their favorite charities, remembrances of their birthdays and anniversaries, free tickets to cultural and sports events and gifts on holidays.
With today’s quick access to account information online, there is that much more competition for your clients mind share, and potentially fewer opportunities to demonstrate responsiveness. Only after the affluent see responsive service will they reward advisors with loyalty.
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High Net Worth Advisor Insights Newsletter April 2008
