copyright mmiv expert institute how to connect with clients “…like no one else” jim ruta...

Copyright MMIV Expert Institute

How To How To

CONNECTCONNECTwith with

CLIENTSCLIENTS“…“…Like no one else”Like no one else”

Jim RutaJim RutaDirector, Director, Expert Institute Expert Institute

““Client Connected Communications for the Financial Client Connected Communications for the Financial Industry” Industry”


““Creating and developing Creating and developing a business relationship a business relationship

where you and the where you and the client fully understand, client fully understand, appreciate and value appreciate and value

each other.”each other.”

What’s “Connecting”?What’s “Connecting”?


Four Keys for connecting with Four Keys for connecting with prospects and clients:prospects and clients:

1.1. Speak and Present like they Speak and Present like they thinkthink

2.2. Consult with them Consult with them

3.3. Make simple intuitive senseMake simple intuitive sense

4.4. Be Transparently UpfrontBe Transparently Upfront

Connecting with Connecting with ClientsClients


The “Client Connection Letter” The “Client Connection Letter”

• ““Engagement” is too Formal a Engagement” is too Formal a word - overstates importanceword - overstates importance

• ““Document” is too legalistic Document” is too legalistic • Just want to “Connect”Just want to “Connect”• Not an IPS Not an IPS

Connecting with Connecting with ClientsClients … …


• Necessary in today’s worldNecessary in today’s world• The Perfect Initial “Interview The Perfect Initial “Interview

Guide”Guide”• Best read with a clientBest read with a client• Much more than a compliance Much more than a compliance

piece… marketing toopiece… marketing too• Client expectations Client expectations

management piece… no management piece… no surprisessurprises

Client Connection Client Connection LetterLetter……


• Like “the deal before the deal”Like “the deal before the deal”• Helps you “Qualify” prospectsHelps you “Qualify” prospects• Reinforces referrals as keyReinforces referrals as key• Gets the relationship started Gets the relationship started

rightright• ““Be the first on your block”Be the first on your block”• Allows you to “re-connect” Allows you to “re-connect”

with existing clients toowith existing clients too



• Blueprint yourself into a Blueprint yourself into a failsafe position… almostfailsafe position… almost

• Show compliance with PIPEDA Show compliance with PIPEDA – provide written statement– provide written statement

• The first document in every The first document in every new file start… and in yours new file start… and in yours too.too.



The Six Simple Steps…The Six Simple Steps…

• Positioning Positioning • ApproachApproach• What to Expect What to Expect • How to get Best Value How to get Best Value • ““How” I Get Paid How” I Get Paid • Written AcknowledgementWritten Acknowledgement

Client Connection Client Connection Letter Letter ……


• PositioningPositioning• Identify your BusinessIdentify your Business• ““Declare” what you do and for Declare” what you do and for

whom…whom…• ““By Referral” – nothing more By Referral” – nothing more

important to you… the future of important to you… the future of market accessmarket access



• Approach:Approach:• Summarize your “Story”Summarize your “Story”• The Key Benefits of your WorkThe Key Benefits of your Work• You are your product – You are your product –

“Advice is my product. “Advice is my product. Service is my business.”Service is my business.”

• ““Credentialize” yourself and Credentialize” yourself and staffstaff



3. What to Expect:3. What to Expect:• Define your Scope of Services to Define your Scope of Services to

contain your liability exposurecontain your liability exposure• Your obligations to clientsYour obligations to clients• Explain your process and servicesExplain your process and services• Explain your Privacy PolicyExplain your Privacy Policy• Like your “Operations Plan” Like your “Operations Plan”



4. How to get Best Value4. How to get Best Value

• Your Client “Obligations”Your Client “Obligations”• Coach clients on how to deal Coach clients on how to deal

with youwith you• Their “compliance” Their “compliance”

responsibility – GI/GOresponsibility – GI/GO• Explain the client value of Explain the client value of

working by Referralworking by Referral



5. “How” I Get Paid:5. “How” I Get Paid:• Professionalism is not a Professionalism is not a

function of how you get paid function of how you get paid but the value and quality of but the value and quality of the advice you providethe advice you provide

• Make it clear “how” and Make it clear “how” and “what”… if there are fees“what”… if there are fees



6. Written 6. Written AcknowledgementAcknowledgement

• Maybe “Overkill”… ten years Maybe “Overkill”… ten years ago, but not todayago, but not today

• A good “test” of the quality A good “test” of the quality of the relationship so far…of the relationship so far…



The Biggest Benefit…The Biggest Benefit…

The Advisor/Planner who The Advisor/Planner who now has a defined now has a defined

system to follow does system to follow does better work and better work and

improves results.improves results.



For More Information For More Information VisitVisit

ExpertExpertInstituteInstitute.com.com““Client Connected Client Connected

Communications for the Communications for the Financial Industry” Financial Industry”

Or Call Or Call 866.546.7882866.546.7882

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