Before embarking on client acquisition strategies, financial advisers must be intentional about their goals and have a clear understanding of their desired client base.
This is according to Francois du Toit, founder of Propulsion South Africa, during an Amity Investment Solutions webinar on Thursday.
Advisers can define a target market based on demographics like income, location and assets, but also on compatibility – clients who energise rather than exhaust them, and who are easy to work with.
Importantly, advisers should be willing to let go of clients who no longer fit their business, in a professional way. Then, advisers can work on strategies to attract and retain their ideal clients.