How to Keep Clients When the Economy Slips

Kane, James T.
July 2008
Journal of Financial Planning;Jul/Aug2008 Supplement, p10
Academic Journal
The article discusses how financial planners can retain customers during a recession. To keep clients from leaving, being competent is necessary but not sufficient. Planners must also be adept at cultivating relationships. Fundamental to a good relationship are integrity, savvy, proactivity, recognition, and chemistry. The planner to whom customers remain loyal is savvy about their needs and proactive in addressing them. He or she also recognizes each client as a unique individual and develops a good rapport.


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