Independent financial advisors should start getting back to the basics of meeting customers face-to-face and forging strong relationships with them in person, instead of relying on the internet and digital means to connect, says the managing director of sales training organisation Sales Commando.
Speaking to IBTimes TV, Doug Tucker, who also authored the book entitled Sales Commando, Unleash Your Potential, said that IFAs need to start reclaiming clients by earning customers' trust by giving it the personal touch.
Meanwhile, he told us his top tips on how IFAs can improve their client capture amid an intensifying competitive industry.
Tucker's book, which is aimed showing how to improve advisory techniques of IFAs has become one of the most unlikely indicators of growing confidence in emerging, resurgent and frontier markets worldwide.
"My book has sold well in established financial markets, especially in the US where there's an existing strong corporate culture of self-improvement and ongoing professional development," said Tucker.
"But I'm surprised to note that where my debut book has really taken off is in new and emerging markets such as the UAE, South Africa, Indonesia, Thailand and the Philippines."
The book is now in its second print run.