Gain Client Loyalty by Understanding Personal Needs

Florian, Amy
August 2011
Journal of Financial Planning;Aug2011, Vol. 24 Issue 8, p34
Academic Journal
The article presents the author's views on the significance of understanding the clients' personal needs in order to gain loyalty from them. She believes in the importance of learning what to say and do to support clients through grief, transition and loss particularly for Generation X who face many transitions in life. She thinks that the loyalty of Generation X clients will not depend on the products and services but on the support that financial planners will extend to them which they will share with their friends and associates that will help in building the business.


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