The Fact:
The average financial advisor communicates with 25% of his or her clients via e-mail.

The Implications:
While the vast majority of advisors use e-mail to communicate with some clients, they do not use this method for a large number of clients. There are two potential reasons: clients may have indicated that they don’t want information by e-mail or advisors don’t have their addresses. Many advisors indicate that the latter is true.

The Idea:
Make it a project to populate your contact management system with e-mail addresses over the next 12 months. You will want to know the address as well as the client’s current communications preference (mail vs. e-mail). Even if the majority of your clients prefer mail, that may change over time and you will want to be prepared. It is also important to have a means of communicating quickly and efficiently with all clients, should an important issue arise. You can gather this information easily by making it an objective of all client meetings over the next year. If, 12 months from now, you are still missing some addresses, a simple phone campaign can fill in the gaps.

The Next Step: The Business Success Kit provides you with the tips, tools and templates that you’ll need to enhance practice productivity and profitability. It’s the most practical and comprehensive guidebook available for financial advisors. For more information, visit www.AdvocisStore.ca and click on the Business Success Kit.