Increasing assets under management can be achieved by following a variety of paths, none as great as the career-long benefits that accrue from building the deep, significant client relationships that are the hallmark of a trusted professional.
Retaining Clients for Generations
Our training focuses exclusively on building and maintaining relationships, not just with your clients, but also with their children and grandchildren. Over time, the members of these ‘rising generations’ will come to see you as a resource, guide, counsel, and even as a mentor. That perception is invaluable in an industry where nearly 80% of all inheritors fire their parents’ primary professionals and advisors.
As a trusted professional you will have established relationships with the inheritors over the years. The value that your personal connections represent to them cannot be easily replaced, particularly by someone who walks in the door and focuses only on their money.
And, the more multi-generational clients you retain over time, the higher the value of your company or book if/when you sell it.
What do actual ‘Trusted Professionals’ say about how our training impacts their businesses?
“Through building a Collaborative Team of advisors as part of an integrated Financial and Estate Plan I was recently successful in implementing the largest Planned Gift of my career. By leading and guiding a Collaborative Team consisting of three attorneys (Estate specialist, Real Estate specialist, and Tax specialist), a CPA, the Property Management firm, three CFPs from my firm, and the Charitable Trust administrator, we have completed the funding of a series of three CRTs for the client by transferring five apartment complexes with a value totaling $11.5 Million to the CRTs.
Had I not organized and led the Collaborative Team through a six-month process, the client would have frozen and put off making this major decision again like they have done several times before when only working with their attorney. This word came from the attorney himself who had never experienced such a cohesive process in his 25 years of practice. He is calling it a miracle. I just call it applying the training I received from The Heritage Institute.”
- Johnne Syverson, IA
