024_Julie Littlechild, Absolute Engagement

Leveraging Client Input to Uncover Revenue Opportunities in Your Practice, with Julie Littlechild

Episode: 024

In this episode of Maximum Advisor, Chip is joined by Julie Littlechild, CEO & founder of Absolute Engagement. With over 25 years of experience in client engagement research, Julie is an expert at identifying current trends. She breaks down what it means for financial advisors and investors to effectively interact and communicate with clients, particularly during times where there may be heightened stress and uncertainty.

Chip and Julie begin the segment by discussing her background and how Absolute Engagement has changed over the years. Julie explains, "The business has morphed and changed to some extent over the years, really based on the needs that we saw, but our focus is very much on helping advisors integrate the voices of the client in their business so that they can communicate in a way that is personalized and meaningful and helps to drive deeper engagement and ultimately growth."

Julie goes on to detail how asking the right questions is key to providing value to any client/advisor relationship. "The first time we asked about this many years ago, just ask, do you see your advisor as a leader? I didn't even define what it was. I was just curious. And it was so highly correlated with engagement that we continued to go back and try to tease that out. The next year we asked a more open-ended question. What does leadership mean to you? The most common word used in an open-ended unaided question is guidance. And the three that really rose to the top were guidance, expertise, and proactivity."

Chip and Julie close the segment by discussing the vital role engagement plays in supporting clients. Consistent communication is essential to every relationship an advisor will have with their clients. Julie encourages listeners by saying, "When we do the things that drive engagement in a business for clients, because they are more confident in their financial future, they have a greater sense of security and control. And that is a gift that we can give to people."

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Related Resources

Absolute Engagement Book

The Pursuit of Absolute Engagement is the result of months of writing, years of research, and a lifetime of trying to get it right. It’s your blueprint for achieving Absolute Engagement, which our research links both to growth and well-being.

The book will give you the tools to: take stock, intentionally design a business that supports the life you really want to live, and align your client and team experience with that personal vision.

Julie Littlechild

Julie Littlechild

Founder and CEO,
Absolute Engagement


Connect with Julie:

 

 

Julie is a recognized expert on the drivers of client engagement and a popular speaker on how client experience is being disrupted and how to leverage those trends to drive referrals.

She has worked with and studied successful financial advisors and their clients for more than twenty-five years. Prior to founding Absolute Engagement, Julie launched and ran one of the industry’s leading research firms, focused on client engagement. She is the author of a popular blog, the co-host of the Becoming Referable podcast, and the author of The Pursuit of Absolute Engagement.

Julie sat on the national board of the Financial Planning Association, was twice identified as one of the 25 Most Influential People in Financial Planning by Investment Advisor Magazine, and won the Influencer Award in practice management from Financial Planning Magazine. She holds an MBA from the University of Toronto.