Your financial services practice, probably as much or more than any other business, is built on relationships.  Long-term relationships!  In fact, the success or failure of your practice, in the end, hinges greatly on the relationships you have formed with your clients.

Not only is college planning the ultimate door-opener and relationship-builder, it’s also the most effective way of implementing a value-added benefit to your practice, which is a key factor in increasing your long-term client retention.

Beyond the multi-sales and commissions that come from a long-term client, let’s think about the benefits to the client for a minute.  You know their situation, you are aware of their current and long-term goals, and you are familiar with the family dynamics. Most of all – you are trusted.

From the family’s point of view, they also have a relationship with you.  They like you and feel comfortable in working with you.  As they need assistance and guidance with future financial and/or insurance related matters, they will likely contact you first.  It stands to reason!  Why not go to the one that already knows their situation, the one that is trusted, and the one with the answers!