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Grow your practice and optimize your team’s performance in a complex and competitive environment.
Retaining your best clients is important. That why it’s not just the clients you win; it’s the clients you keep.
Focusing on what matters to clients — a relationship and service — may help you retain them.
"The Golden Hour," our business-building program, shares how to use a "golden" touch designed to help you keep at-risk clients.
It’s not the clients you win; it’s the clients you keep.
The last thing you want to do is lose your most important clients. Unfortunately, nearly three-quarters (72%) of financial professionals lose one top client a year — and 61% of them were surprised by the loss.1 Performance wasn't the problem for most. The relationship — or lack of one — and the impression that service was simply not there were the predominant reasons.1
There’s a window of opportunity to connect with clients who may be at risk of leaving. We call it the “golden hour,” which is a photography term that refers to the time of day with the perfect light to take a picture. Our business-building program, "The Golden Hour," shares how to use a “golden” touch designed to help you keep at-risk clients.
A relationship and service are important to clients. "The Golden Hour" provides guidance on how to focus on what matters most to each of your clients.
1. Prioritize personal contact
The more personal, the more powerful. Mass emails, newsletters, and performance updates don’t count.
2. Pursue concerns
Show you care. Identify and solve any problems. Your clients will appreciate and feel respected.
3. Know what clients want
Clearly understand what clients are expecting from you and how you can deliver on their expectations.
Source: Study of 405 financial professionals, as conducted by R,A, Prince & Associates, Inc, under proprietary contract of Invesco Global Consulting during the second half of 2015. Used with permission.
It's all part of our focus on you. Invesco Total CX is a powerful all-in-one platform that is designed to empower you to achieve greater possibilities for your clients, business, and portfolios.
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"The Golden Hour" is based on Invesco Global Consulting's work with R.A. Prince & Associates, INC., Maslansky + Partners and Cerulli Associates. Invesco Distributors, Inc. is affiliated with none of these firms.
Invesco Global Consulting programs are for illustrative, informational and educational purposes. We make no guarantee that participation in any programs or utilization of their content will result in increased business for any financial professional.
The opinions expressed are those of the author and are subject to change without notice. These opinions may differ from those of other Invesco investment professionals.
All data created and produced by Invesco Global Consulting unless otherwise noted.
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