viewpoint

Most financial advisers should be asking a different question. How do I service the clients I alread...

Most financial advisers should be asking a different question. How do I service the clients I already have? There is a belief that only new customers will bring you the income necessary to grow your business. We spent a great deal of time reviewing the many segmentation models in the industry and in the end adopted a simple one. That is, if a client has transacted business with us before, he or she is worthy of a face-to-face review. So we phone every client within our geographical area and offer a face-to-face meeting. The statistics work well. Each adviser working for Buckles has around ...