Chapter | Three

The Client Loyalty Process

If you work just for money, you’ll never make it, but if you love what you’re doing and you always put the customer first, success will be yours. —Ray Kroc

The client experience refers to defining how you work with your clients. There are two ways to grow advisory practices:

1. Retain and deepen relationships with existing clients to acquire assets away, cross-sell, and earn access to their networks (e.g., the client’s other professional providers and centers of influence) for introductions.

2. Consistently acquire new relationships and their assets, fulfill their other financial needs, and also earn access to their networks for introductions.

However, business growth can be limited by a lack of organization ...

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