29 Reasons to Stay in Touch with Clients & Prospects
Staying in touch with your clients – in a meaningful way – provides you with at least 4 primary benefits:
- Client Satisfaction & Loyalty
- More Opportunities to Provide Value (Products and Processes)
- Word of Mouth & Unsolicited Referrals
- Advocates & Ambassadors
Thoughtful, proactive communication shows your clients that you’re thinking about them, watching out for their best interests, and that you genuinely care about their lives and financial well-being.
Whether it’s a serious check-in on their portfolio or a light-hearted birthday wish, it all adds up to trust, loyalty, and a stronger connection.
A Checklist to Build Client Engagement
Below, I’ve broken this guide – which can become a checklist – into two categories: Value Connection for business-focused reasons and Personal Connection for those personal, relationship-nurturing moments. Value connections plus personal connections equals highly engaged clients. And it’s engaged clients who can become advocates.
Value Connection: Professional Reasons to Reach Out
1. Progress Meetings (a better term for Review Meetings): Regularly reviewing the client’s priorities, rebalancing strategies, and making progress toward future goals keeps clients engaged and reassured.
2. Market/Economic Insights: Sharing what’s happening in the markets and broader economy and what it might mean for them helps you stay positioned as their go-to resource.
3. Regulatory Updates: Let clients know about any changes in regulations that could impact their financial planning.
4. Tax Planning Ideas: Proactively offer strategies for minimizing taxes and preparing for the season ahead.
5. Retirement Readiness Check-Ins: Revisit retirement goals, timelines, and strategies as life (and markets) evolve.
6. Protection Reviews: Make sure their coverage — life, health, disability — still fits their needs.
7. Estate Planning Touchpoints: Confirm their estate plans reflect their current wishes and circumstances.
8. Educational Events: Invite them to workshops or webinars on financial topics that can help them feel more confident and informed.
9. Introducing New Services: Keep them in the loop about offerings that could enhance their plan and help them reach their goals.
10. Goal-Revisiting Conversations: Help them set or revisit their life goals – both short and long-term (Money can be, but doesn’t have to be, the common thread.)
11. Investment Opportunities: Alert clients when something new comes along that could fit their strategy.
12. Risk Reviews: Assess their current risk tolerance and make adjustments as needed.
13. Budgeting Guidance: Offer practical tips to help them manage cash flow and spending.
14. Charitable Giving: Explore ways to incorporate philanthropy into their financial life.
Personal Connection: Building Real Relationships
15. Birthday Wishes: This small gesture that reminds clients you’re thinking of them – and never goes out of style.
16. Holiday Greetings: A cheerful way to stay connected during festive seasons.
17. Client Anniversary: Celebrate the milestone of when your professional relationship began.
18. Life Milestones: Acknowledge big life moments like weddings, babies, or graduations.
19. Personal Wins: Congratulate them on achievements — promotions, retirements, awards.
20. Community Involvement: Invite them to events or causes you support in the community – and support their efforts as well. Write a check – or better yet, show up!
21. Sharing Interests: Send along articles, books, or videos that align with their passions.
22. Hobby Connections: Bond over shared interests — golf, cooking, travel, or anything else they enjoy.
23. Client Appreciation Events: Host gatherings to show how much you value them. When clients who like you and trust you get together with other clients who like and trust you – everyone walks away liking and trusting you more.
24. Support During Tough Times: Reach out when they’re going through difficult moments.
25. Seasonal Tips: Share advice tied to the time of year — think budgeting for holidays or travel planning.
26. Fun Finance Games: Engage them with light-hearted quizzes or activities tied to finances.
27. Feedback Surveys: Ask for their thoughts to show you care about improving your service.
28. Casual Meetups: Coffee or lunch meetings to simply stay in touch and chat. Breaking bread with your clients – when logistically possible – can be huge in building trust, business friendship, and advocacy.
29. Newsletter with Client Stories: Share client successes (anonymously or with permission) to foster connection and inspire others. Stories and case studies bring your value to life and make you super referable.
Bringing It All Together
Consistent communication — both professional and personal — is one of the simplest yet most powerful ways to deepen client loyalty.
It reinforces and adds to the value you provide and reminds clients why they chose you in the first place.
When clients know you genuinely care about both their financial success and their lives outside of money, you become more than just their advisor — you become a trusted partner in their journey. Many of them become eager to share their experience and – not keep you a secret!
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