Newfangled ways of attracting clients are out – the best way to do it has remained unchanged for years.
The creation of an ideal client profile is a simple, yet powerful, exercise that lets advisors list the core characteristics that qualify an individual as a potential client, i-Impact Group founder Claudio Pannunzio told WP.
He believes an ideal client profile gives advisors a much clearer picture of their target market; to create a portfolio of clients who truly want, need and value their services.
“Deciding what the ideal client should be is an exercise that involves both an advisor’s mind and heart. While the intellect traditionally tips the scale toward affluent clients with significant investable assets, regrettably, more assets do not often guarantee a happy advisor/client relationship down the road,” says Pannunzio.
“In seeking ideal clients, advisors should never lose sight of the original calling that prompted them to enter the profession. I understand that this may sound a tad too idealistic.
However, the secret to enjoying being an advisor hinges on the ability to adhere as much as possible to that true calling and hone in on the types of clients to whom an advisor can provide the most value and help.” (continued on Page 2.)