Meeting New Clients
We have all experienced visiting a doctor, accountant, or other professional for the first time. The feeling of apprehension is common as we consider the reasons for the visit and worry about awkward formalities and if we will even like this person and his or her staff. Our senses are on high alert as we drive to the location, park our car, enter the office, and take in the aura. Then our senses take over as we process how we are greeted, if the office provides a comfortable waiting area, and if we feel more relaxed or more guarded. Then the moment of truth arrives, and we meet the person we came to see.
At Peterson Wealth Services, we have spent a lot of time observing how we feel when we find ourselves in these settings and situations. In doing so, we have uncovered a few items that we like and wish to replicate for our clients, and quite a few other things that we wish to avoid. For example, are you happy filling out 12 pages of in-take forms only to repeat everything you wrote down again verbally? Do you enjoy arriving to your appointment on time and then wait for 45 minutes to be ushered into another holding pen? Do you feel frustrated at having explained your “reasons for being there” to a junior partner, assistant, or staffer only to be asked the same questions again when the head honcho comes into the room?
How do you feel when you get a personal phone call from your doctor, dentist, or accountant as a follow up to an important meeting or concern? Are you impressed when the staff remembers your name and what you enjoy doing in your spare time? These are examples of the things that we spend a lot of time discussing and delivering on as a staff. We want our clients to feel welcome and comfortable when coming to meet us for the first time. Our office layout, décor, receptionist greeting, and wait time all speak to this.
Meeting a new professional and sharing very personal information is scary at best and can even be intimidating. Our job is to give clients a sense of comfort in sharing this information. We are like doctors in this regard. Without knowing exactly what’s going on, we can’t provide the best advice. Can you imagine going in for surgery and deciding not to tell the doctors that you are a diabetic? Or meeting with your CPA and deciding it wasn’t important to tell her about an increase in your income? Who is the one who will suffer from the results?
We begin by asking a series of questions about financial goals, values, family life, personal aspirations, and current resources. We take inventory of how a person is living their life, and if it aligns with their overall financial goals. Many things are learned during this discovery meeting about one’s perception and understanding of building wealth, protecting wealth and ultimately transferring it. After taking in all of this information, we determine if our capabilities and professional skills match with their needs and expectations. We do not accept every potential client because it would be unfair to us and to them if we tried to fake our way through a situation.
The vast majority of these new client meetings come about by way of a referral from one of our existing clients. We have grown increasingly well known for offering expertise to financially independent women, business owners, and retirees. All of whom have unique needs, goals, and challenges. We have established account minimums for new relationships at $250,000, which serves to help ensure that our resources are properly aligned with the number of households we represent. We also only work with clients who value advice and are serious about their financial decisions. Most importantly, we only accept new clients who have expectations that we feel can be met. Finally, we expect new clients to share everything with us and to trust us with safeguarding this information.
We all know how frustrating it is to be the patient of a doctor whom we can barely get an appointment with or who spends next to no time with us before rushing off to the next in line. It speaks volumes when a doctor you have seen multiple times cannot remember your name when happened upon publicly. For us, the relationship matters and we will continue to build upon those every single day.
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