If your clients are not talking about how great you are – perhaps, just perhaps, they don't recognize all that you do for them. If a client has been working with a financial advisor for a few years, do they recognize all the above and beyond activities that are being done for them or do they consider it just regular service?

Do your clients know how unique you are compared to the competition? Do they have something interesting to tell their friends and colleagues about what you do?

I was on a flight to Atlanta earlier this week and the pilot came on the loudspeaker and told us all to look out the right side of the plane at the "absolutely magnificent view of the city of Atlanta tonight!" I fly a decent amount and have seen skylines of cities at night before and I downplayed the pilot's comments. But, because of how excited he was and because he kept on talking about the view, I looked. He was right!

The view really was magnificent on this night! Without the pilot saying something I would have glanced but not recognized the great view because it is almost commonplace for a regular traveler. Not this night, and not anymore for me. The pilot brought the magnificent view to my attention, and he was right.

How does this equate to business? In business, we often do the great job we've always been doing without boasting about it to the clients we serve. But it actually makes good sense to share what you do with clients every once in a while.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.