focused on two pairs of hands, one explaining and the other looking nervous (Photo: Shutterstock)

Why do agents and advisors lose clients? Relationships take many forms.  If a prospect bought just one product, the ties aren’t very strong.  It’s like meeting a person at a conference once. They might know your name, but there’s not much of a connection.  Years ago, the standard was 3+ products solidified relationships. The industry term was “sticky” because leaving or changing providers took more of an effort.

Let’s assume your relationship is longer term, measuring in years.  Suddenly someone moves. No warning. This isn’t open for discussion.  Why?

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