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Every financial advisor knows the uneasy feeling of following up,
That delicate line between professional persistence and annoying insistence.
You don’t want to be forgotten, but you also don’t want to sound desperate.
The truth is, staying in touch doesn’t have to feel like chasing.
When done right, follow-ups are not about closing a sale,
they’re about keeping a connection alive.
Shift Your Intention; From Selling to Serving
Clients can sense your motive. If your follow-up feels like a transaction, they’ll retreat.
But when your tone carries genuine care, checking how they’re doing, not just whether they’re ready to sign, your message feels human. Ask yourself before every call or message:
“Am I calling to collect or to connect?”
A small shift in intention changes the energy of your conversation.
When clients feel your sincerity, they open up naturally.
Bring Value Every Time You Reach Out
The best follow-ups give, not grab. Share something useful, a market update, a budgeting tip, a new product insight, or even a reminder about an upcoming promo.
Every touchpoint should make your client feel glad they heard from you.
“Hi Ms. Santos, I came across this short article about preparing for retirement, thought you’d appreciate it.”
“Hi sir, BSP just released new savings data; it reminded me of your long-term goal for your daughter’s education.”
You’re not just reminding them you exist, you’re proving you care.
Use a Rhythm, Not Randomness
Good advisors don’t rely on memory.
they use rhythm. Create a simple schedule for client touchpoints:
- New prospects: every 2 weeks with light, value-based contact
- Active clients: quarterly updates or milestone greetings
- Dormant leads: once every 2–3 months with relevant info or personal check-ins
This rhythm keeps you visible without being invasive. When clients can sense your consistency, they begin to expect your calls, not avoid them.
Leverage “Soft Touch” Channels
Not every follow-up needs to be a direct call.
Sometimes, a simple digital nudge works wonders:
- React to their posts on Facebook or LinkedIn.
- Send a short thank-you or greeting via Messenger or Viber.
- Include them in your newsletter with helpful tips.
These “soft touches” remind them of your presence in a friendly, modern way.
Know When to Pause and When to Pivot
Persistence is good; pressure is not.
If a client says they’re not ready, respect their space, but don’t vanish.
Instead, pivot the tone:
“I understand, sir. Would it be alright if I keep you updated from time to time in case something useful comes up?”
That one sentence maintains permission. It turns “Not now” into “Maybe later.”
The best advisors don’t follow up to sell; they follow up to stay human.
- A birthday message
- a shared article
- a genuine check-in
these are not small gestures. They are seeds of trust that grow into long-term relationships.
Remember: consistency builds trust, and trust builds sales.
When you stay in touch without being pushy, you’re not chasing clients, you’re nurturing partnerships.
All the best my friends!!
#acgadvice
