News & Announcements
Prospect Stories: Still A Client, But Actively Looking
There's an HNW prospect, looking to switch firms, interviewing financial advisors as you read this.
To every advisor in her market, she's an ideal prospect.
To her CURRENT firm, she's just another client. Likely no clue their clock is ticking.
Remember the stat from the research Katie Lantukh, Hillary Gale Meehan, and I published: 27% of in-market prospects in Colorado (investable assets $250k-$5M+) are looking to switch firms.
That’s more than 1 in 4.
The opportunity for you
In my first post, I framed that as an opportunity, which it is.
Because at the HNW or UHNW level, everybody has an advisor already. And, if they’re ready to jump ship?
That’s when you have to take action, because switchers at this level aren’t a side quest, they’re the main event.
But it cuts both ways
While you’re looking at someone else’s flock, other advisors are probably looking at yours.
Now, you might be thinking, "My clients would tell me if something was wrong." → Her current firm probably believes the same thing.
“My clients’ investments are doing well.” → She’s not leaving because of poor performance.
She’s leaving because her favorite advisors left, and she doesn't like the replacement.
“Clients leaving when advisors leave is normal. What’s the big fuss?” → But, she didn’t leave. She stayed.
To her firm, it probably looks like they averted the crisis. But, it’s still here. She’s quietly searching.
This is why listening to her story is worth it
Hear exactly how a switcher evaluates advisors, so when a door opens in your market, you know what they’re looking for.
Hear the words from a quietly discontented client, words that most clients won’t ever tell you.
The Virtual Prospect Lab is the only place where you can hear prospects that you target in their own words. And Katie, Hillary, and I will be there to help you identify the universal patterns that apply to your firm.
There are 4 sessions available: Aug 18 & 20, Sep 8 & 10
10-10:45am MT / 12-12:45pm ET. All free, 45 minutes, on Zoom.