Just because you have expanded your book of business doesn’t mean you’re automatically ready to serve all those clients. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain how to ensure that you can match your service to the needs of people who have just come onboard.

Episode breakdown:

0:27 – Gaining information to help tailor events around new clients’ hobbies

2:18 – The process of collecting and utilizing those details

3:57 – Why you need to distinguish a client experience from a service model

7:13 – Categorizing clients with more positive labels

9:01 – Creating experiences even for lower-tier clients

11:45 – The challenge of communicating embedded opportunity to a seller

12:32 – Figuring out what’s most important to learn about new clients

15:53 – Applying that to due diligence about your next purchase

Listen to the monthly series, MDRT Presents: @mdrtpresents