Over the past few years, I’ve heard the joke that ends with this punch line: “Yesterday you were a prospect, today you’re a client!” It resonates in the sales world because of the feeling some clients have once they sign on the dotted line.
But, once the sales experience is over, the prospect becomes a client and gets handed off to a different set of people and processes. And sometimes, all of the sudden, the courtship is over! The end of the attentive service is significant, because as I’ve said before: your clients are your competitor’s best prospects, and the end of this courtship experience is exactly what I’m talking about.
The good news is that moving out of the courtship stage doesn’t have to be a letdown. In fact, there are plenty of great retirement plan teams that haven’t lost a client. Why? Read more