Conducting Value Discussions with Top Clients

Client expectations in financial services have evolved. Today’s clients aren’t just looking for great service; they’re seeking authentic connection and meaningful experiences. 

In this episode of the Top Advisor Podcast, Bill Cates is joined by acclaimed author and consultant Richard Weylman to explore how advisors can build deeper client engagement, loyalty, and advocacy. 

Drawing on decades of research and field experience, Richard explains why empathy, thoughtful communication, and personalized experiences are now the keys to standing out – to attract and retain ideal clients.

Richard shares practical strategies and real-life examples, including how small, intentional actions can generate lasting relationships and even significant referrals.

Bill and Richard Discuss:

• The four keys to remarkable client experiences
  
• Why “great service” isn’t enough anymore
  
• Why a structured, proactive communication plan sets top advisors apart and how often our clients really expect to hear from you
  
• The power of asking better questions
  
• Why clients who are merely “satisfied” are always at risk of leaving and how to become the kind of advisor they advocate for with their friends and colleagues
  
• … And more!

Sponsor:

• EPISODE SPONSOR: Oberle Risk Strategies
  www.Oberle-Risk.com/private-client  

Connect With Richard Weylman:

• LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/
• Websites:
  www.richardweylman.com
  www.weylmancenter.com
  weylmanconsultinggroup.com 

Resources: 

• RapidFire Referrals
• Get a copy of “The Language of Referrals”
• Get a copy of “Radical Relevance”
• Grab your copy of The Hidden Heist today!
• Find Mitch Anthony’s books here!

Connect With Bill Cates:

• BillCates@referralcoach.com
• Referral Coach Homepage
• Hire Bill for Coaching
• Enroll in The Cates Academy

About Richard Weylman:    

Richard was orphaned at age 6, lived in 19 foster homes and attended 11 different schools. Breaking out of those circumstances, he led an award-winning Rolls-Royce Motorcar operation then progressed to heading and then creating the initial sales and marketing organization for The Robb Report, an internationally recognized magazine for the affluent lifestyle.

For nearly three decades Richard has been honored to show business owners and professionals around the world the path to proven business growth and success. He uses his unique ability to see things from the client’s or customer’s perspective and interpret their needs to then create the prescriptive strategies and tactics needed to elevate business performance in today’s marketplace.

As a researcher, author, consultant, and serial entrepreneur, he helps to deliver personalized and dynamic presentations that achieve real outcomes and measurable results.