Kathryn Del Greco, senior investment advisor with TD Waterhouse Private Client Group, values the personal touch. She strives to find ways to show appreciation and let clients know she is thinking of them.

Every new client receives a welcoming gift, such as a flower arrangement or a gift basket, along with a personal note.

If the client is a referral, the same gift goes to the person who gave the referral.

New clients receive a call from Del Greco’s assistant when they receive their first monthly account statement. The assistant will walk clients through the numbers and answer any questions.

“Unexpected gestures of kindness and thoughtfulness, when they are least expected, will take you the farthest,” Del Greco says.

When talking with clients, Del Greco strives to be a good listener, as well as an “articulate, well prepared and compelling” presenter of her own views and recommendations.

It’s also important to be approachable and trustworthy, she says, as client discussions often involve such personal subjects as distribution of assets among children or the state of a marriage. She is not afraid to show her human side, sometimes sharing personal experiences.

“When I’ve shared some part of my own life, I’ve noticed clients often become more engaged,” she says. “I have been pleasantly surprised by how they respond to knowing a bit more about me.” — JADE HEMEON