Let’s All Remember: Bernie Madoff Was Not a Big Fan of Client Events

Advisors who bring their best and most valued clients together in one room aren't worried about their clients meeting each other.

In fact quite the opposite. They use client events to build community, strengthen relationships, and deepen trust in their brand.

Let’s all remember that Bernie Madoff did none of this.

The most successful and respected advisors have always relied heavily on client events for retaining existing clients and attracting new ones.

How do I know? Because these highly accomplished advisors who have hired and re-hired me over the past 20 years to deliver more than 2,000 keynotes in 29 countries -- keep doubling-down on this straegy.

Compelling Content Not Death by PowerPoint

I understand the temptation. Invite your best clients to an event and give them another economic update. Another market forecast. Another PowerPoint presentation.

But here's the problem: These events are boring -- usually the hors d'oeurves steal the show.

The opportunity is to deliver thought-provoking educational content that helps clients navigate the complexities of life. That's where trust in you is earned.

The less-explored areas of a client's financial journey are often where the real value of your advice is unlocked.

It's where your client begins thinking: “I can't move forward without my advisor.” Or, even better: “We are so grateful to have our advisor in our life.”

Give Clients Something Worth Talking About

Consider client-event themes that are keeping your clients awake at night, such as:

• How much money should I leave my children? How much is too much?
• How much should I leave my grandchildren?
• Should I share a copy of my will with my beneficiaries -- or keep it secret?
• Who in my family will oversee my long-term care?
• How do I transfer my family business? Is fair always equal?
• How do I transfer the family vacation home – do my children even want it? Who will pay the taxes?
• I want to have a family meeting but who should attend?

These aren't market forecasts. They are real life questions that families are struggling with.

And when an advisor creates a safe environment to explore these questions, something powerful happens: clients begin to see their advisor differently. Not simply as the person managing their investments. But as someone who understands their family, their wealth, their values—and the difficult decisions that come with both.

Simply stated, the right client event can change a client's perception of your brand.

It can leave them believing that you are: unique, trustworthy and indispensable.

And when clients feel that way, they don't just stay. They introduce you to their family and friends.

About Dr. Tom Deans

Dr. Tom Deans is the author of three books on family wealth transfers: Every Family's Business, Willing Wisdom, and The Happy Inheritor.

For more than 20 years, he has been a full-time professional speaker, delivering more than 2,000 keynotes in 29 countries. His work shines a light on the extraordinary role advisors play in helping families successfully transfer both human and financial capital.

Interested in bringing Dr. Tom Deans to your next client event?

For speaking rates and available dates:

Email: sales@ThomasWilliamDeans.com

Phone: 519-938-2069

Web: www.ThomasWilliamDeans.com