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Kitces and Carl - Real Talk for Real Financial Advisors
Taking Over Clients From An Advisor With A Different Personality And Communication Style: Kitces & Carl Ep 143
Jul 25, 2024
Kitces and Carl discuss the challenges of transitioning clients with different communication styles, emphasizing empathy, probing questions, and adapting communication. They explore fitting clients into personality archetypes and tailoring services to individual needs. The importance of using data and visual aids in client meetings for informed decision-making is also highlighted.
36:08
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Quick takeaways
- Transitioning clients with different communication styles requires empathy and gradual integration.
- Flexibility in client acquisition deals is crucial to ensure smooth transitions and client alignment.
Deep dives
Navigating Different Advisor Personalities in Client Acquisition
When acquiring a portion of an older financial advisor's clients with differing personality styles, the concern arises about aligning with the clients' preferences. Luke seeks advice on bridging the gap between his purpose-focused approach and the existing analytical style. Addressing this, Carl suggests an empathetic and gradual transition approach, respecting the previous advisor's work and gradually integrating new aspects to accommodate client expectations.
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