Independent Advisors Should Focus on Client Facing Activities

client-facing-activities-independent-advisorsTo Maximize Success, Independent Advisors Need to Focus on More Client-Facing Activities

At Summit Brokerage, one of the best independent broker dealer firms in country, we are in the business of your success. We recognize that for our independent advisors, helping your clients is the most important thing to you, and helping you achieve this, is the most important thing to us. To maximize your clients’ satisfaction, increase your client retention rates, and boost your business to its full potential, we cannot emphasize enough the importance of focusing on more client-facing activities at your practice. 

So what exactly are client-facing activities? Simply stated, client-facing activities are the time you spend managing your existing client relationships and taking part in business development activities to attract new clients and expand your business. Client-facing activities drive production and client acquisition; as such, they are absolutely essential to the success and ultimate growth of your practice.

One reason the best-managed firms have achieved success is because they make client-facing activities a priority and allocate staff time to this specifically designated business priority. You are a professional and must levaerage your time accordingly.

Examples of client-facing activities include but are not limited to:

  • Holding client meetings with new and existing clients;
  • Holding annual review meetings with clients;
  • Meeting with prospective clients;
  • Meeting with centers of influence (COIs) and conducting strategic alliance marketing, which involves creating trusted relationships with people and businesses that have the ability to influence others to become your clients. (Your COIs might include existing clients, executives and HR heads at local businesses, accountants, tax attorneys, and estate planners—just to name some examples); and
  • Business planning activities such as setting practice goals and updating your business plan.

Do everything you can to avoid the distractions of non-client facing work. Examples of non-client facing work that should be delegated to other staff members include but are not limited to:

  • Preparing documentation and other materials for client meetings;
  • Scheduling and confirming client meetings via phone or email;
  • Answering incoming routine phone calls and emails that come into the business;
  • Gathering client data and documents and organizing client binders for meetings and annual reviews; and
  • General research on ongoing, routine products and services you offer clients as well as client-specific research and related due diligence work.

To reach your maximum potential as an independent advisor, you must maximize your time providing professional client services. Focus on what you do best. Find the right people to help you, grow and groom them through training, and then delegate. Divide the labor and assign tasks based on what people are good at and what is most efficient, effective, and profitable for your firm.

When it comes down to it, a large part of being able to increase your time spent on client-facing activities is time management. If you’re spending (or more accurately, wasting) time on activities that are best handled by other staff members such as trained administrative assistants and paraplanners, you won’t have adequate time to focus on client-facing activities and grow your practice. To learn more about the importance of time-management to independent financial advisors, check out our previous blogs on this subject: “Manage Your Time More Effectively: A How-To for the Independent Financial Advisor” and “Attn: Independent Financial Advisors: Use these Apps to Avoid Digital Distractions and Boost Workplace Productivity”.

You don’t have to go at it alone—when you pair up with Summit, you can rest assured that we are 100 percent dedicated

to providing you with accurate and timely solutions to your business needs so you can focus on the needs of your clients.

We encourage you to take a closer look at all that Summit has to offer and find the best fit for you and your practice. Let us show you why we have been voted the best independent broker dealer out of all the boutique firms in the country. For more information, visit http://www.joinsummit.com/ or contact us at (800) 354-5528.

For more information on Summit Brokerage Services, visit www.joinsummit.com or contact us at (800) 354-5528. Let Summit Brokerage Services show you why they are ranked the No. 1 Independent Boutique Broker Dealer in the Country.

Summit Brokerage Services is part of Cetera Financial Group, RCS Capital Corporation’s (NYSE: RCAP) retail investment advice platform.

This blog and website are for informational, educational and discussion purposes only, and the owner of this blog makes no representations as to the accuracy or completeness of any information on this site or found by following any link on this site. Summit Brokerage Services, Inc., Summit Financial Group Inc., and any of their affiliated entities and principals are not a law firms or an accounting firms, or substitutes for an attorney or accountant. Although topics may be discussed on this blog that may involve legal, accounting, or investment issues, nothing on this blog shall be deemed to constitute the practice of law, legal advice, investment advice, and/or tax advice. Summit Brokerage Services, Inc., and its affiliates do not, and cannot provide any kind of advice, explanation, opinion, or recommendation about possible legal rights, remedies, defenses, options, selection of forms or strategies. The content on this blog is “as is” and carries no warranties. You should consult an experienced professional regarding tax consequences of specific transactions.

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