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What have affluent investors shared? 81% of investors with $1 million or more in investible assets plan to take money away from their current advisor. 70% plan to leave their advisor altogether. Source: Wall Street Journal, October 4, 2008, Russ Alan Prince Seize the Opportunity Take a proactive approach when working with affluent clients (and prospects). Reinforce the reasons clients work with you – the Trust Factor. Be consistent communicating important updates. Educate affluent clients on investment topics such as diversification, risk management, and asset allocation. Create and execute a solid communications plan. The Difference One Degree of Change Makes What happens to water when the temperature goes from 211 degrees to 212 degrees? Having a client-centered practice for your clients is the one degree of change. One Degree of Change Communicate Effectively and Efficiently with Affluent Clients Good communications are critical to the success of your practice. Develop a focused plan and commit to executing it. Step 1: KNOW Your Top Clients Step 2: SELECT Your Plan Components Step 3: BUILD A Communications Plan Step 4: ROLLOUT Your Plan to Staff Clients Step 1: Know Your Top Clients To provide quality, valued communications to your top clients, you need to know a lot about them. Know Your Top Clients Create a Top Client Background Chart to facilitate capturing important information. Other members of your team can be involved in collecting the data. This chart is the foundation for your internal and external communications and it will help you develop the communications calendar. Know Your Top Clients The Value of a Client Investment Process Helps advisors understand where the client is in the investment process and: Sets client’s expectations. Positions the value of working with you. Aligns the right investment process for each client. Streamlines working with clients and prospects. A Client-Centered Practice Step 2: Selec