Archive for Client Communications
The #1 Business Survival Skill for Financial Advisors
Posted by: | CommentsIn today’s chaotic financial environment, where people in general are feeling unsafe to take risks, a successful advisor needs more than the usual toolkit of sales and business skills to survive.
The number one business survival skill… is not sales, marketing, financial or time management. It isn’t emotional intelligence or customer service. And, it’s not social media savvy. Read More→
6 Steps to “Real Presents”
Posted by: | Comments‘Tis the season, and so I have a gift for you that I hope will keep giving in the new year – for your success: how to make sure your “presence” is accepted in the way you intend for others to receive.
In business, we often feel we need to present our “game” face – the one that looks and sounds confident and successful. And, we also know when we are not quite “feeling” what we are saying – and so do our clients much of the time.
Here’s an example from my own experience. Read More→
3 Tests Financial Clients Use – Part Two
Posted by: | CommentsThe third “test” clients use to determine if they trust you…and the unasked question…
Are You Grateful or Guilty?
Posted by: | CommentsAre you grateful or – guilty for not feeling grateful? Let’s face it, there’s been alot of bad news for financial advisors and their clients lately…and even successful entreprenuers are finding that their gratitude “buckets” have sprung leaks.
Take my client, Kevin, who needed to rebuild his practice. With a 20-year, thriving practice as a wealth advisor, he was earning in the high 6-figures – until last year. Now, like most advisors, he has lost many of his clients to bankruptcy, first-time unemployment and devastated retirement savings. Several have left, and he knows others are about to jump ship. “I know I’ve got to change something”, said Kevin to me. Read More→
Just the Facts….NOT!
Posted by: | CommentsDo your prospect’s eyes glaze over when you present them with recommendations? Do they accuse you of teaching them how to build a watch when they ask you for the time Do they seem suspicious when you present investment data?
The fact is, how your clients hear your facts depends on their level of trust in you….which is impacted by your verbal, emotional and physical consistency….
As a successful financial advisor, you know how important it is for you to connect your products and services with the emotional needs of your clients: How not to outlive their money….how to make sure their family can still pay the bills if they die….paying for the children’s college. ..taking care of elderly parents….
What you many not know is this: even when you are stating facts, emotions come through in a way that subtly affects how well your clients “get” your intended message….