In the wealth management industry, we often talk about the mismatch between an advisor's expectations and those of their firm.
But what about the customers? Are their expectations well aligned with the counselor's ability to serve them? What if you had an inside look at what products and services your customers wanted the most?
Consider how incredibly powerful access to this information can be:
- You can customize your value proposition, offers and service delivery to meet the specific needs of your customers.
- You can better differentiate your business from others in the field by addressing needs that may otherwise be overlooked by your competitors.
- Plus, the ability to better serve your customers will drive lasting relationships, more referrals and sustainable growth.
With all this in mind, John Bowen and his team at CEG Worldwide began a data-driven exercise to determine what high net worth clients want most from their advisors.
Ultimately, they found a significant gap between client expectations and the services advisors provided.
In this episode, Louis Diamond and John dive deep into the survey data and come up with valuable insights for all advisors – whether you're at an electric house, regional, boutique or independent firm – including:
- What high net worth clients really want from their advisors.
- How to optimize your service delivery by filling customer-perceived gaps.
- Whether your firm is helping or hindering your ability to serve customers.
- How to identify new and unique differentiators for your business based on your customers' needs.
In a more competitive and commoditized world, it is essential to take every advantage available to be more intentional and thoughtful in the way you manage and grow your business. This episode provides action items to help you start a new way of thinking about delivering exactly what customers want.
Mentioned in this episode: “Wealth Management Gap Play to Win” report.