Create Enduring Client Relationships

Fishman, Sheldon
May 2011
Journal of Financial Planning;May/Jun2011 Practice Management Sol, p26
Academic Journal
The article presents a three-step solution that financial advisers might consider to retain their clients in the U.S. The author relays that understanding nonrational thinking is the first step solution, followed by establishing an emphatic communication. He conveys that framing the relationship created by the emphatic communication is the last step solution. He notes that these step processes reshape the model of building and maintaining client relationship. He mentions the "Wealth Report," a blog from the "Wall Street Journal" which revealed the decrease in confidence level of investors with their financial advisers during the financial recession.


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