The longer a relationship exists, the more familiar it becomes and the more things can be taken for granted and trivialized. This is especially true in an abstract and turbulent business that focuses on knowledge and intangibles. You have clients today who stay with you because they like and trust you in general terms, but that doesn’t mean they are immune to the steady bombardment of promises made by the advisors trying to lure your clients away. These competitors are throwing the kitchen sink at your clients trying to instill that nagging feeling in their minds that there is a better asset management approach available than the one you are providing now.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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