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Investment Executive | Following up with at-risk clients

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Meet and discuss the changes you are willing to make.

Once you have received the results of your client survey, your next step is to develop an action plan do deal with any at-risk client revealed by the research, says Joanne Ferguson, president of Advisor Pathways Inc. in Toronto.

“Knowing what is wrong is important,” Ferguson says. “But advisors need to have a really good plan on how to follow up after their survey.”

Ferguson offers the following advice to help you devise a plan to prevent client defections:

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