The Outgoing People Connector

Naturally expressive and talkative people will be “Outgoing People Connectors” who are able to network with people well but may make uneducated bets from following the herd that sabotage their portfolio.

The Take-Charge Visionary

Naturally big-picture thinkers and decisive people will be Initiators who are “Take-Charge Visionaries”. They know where they are going and will have a consolidated view of their investment portfolio.

Advisor Client Matching

Differences between people are wonderful, and they can be capitalized on to get great results. However, differences also divide and must be understood, accepted and respected by us in order to get along and build client relationships.

Discovering Communication Styles

People have a natural personal bias based on how they see the world, which will somewhat shape how they see the client. Further, how you see another person is driven by how you see yourself.

Framing: Re-frame the Presentation of Ideas and Suitable Solutions

The difference between what the advisor said and what the client heard will be attributable to the behavioral lens of each. The communication of products and solutions must be adapted.

Superior Client Satisfaction

The success of every professional services firm is driven by the need to deliver consistently superior client experiences that result in high levels of client satisfaction.

High levels of client satisfaction lead to more dynamic growth rates, greater revenue, profitability, and business valuation, higher employee retention rates and performance and a much more positive business environment.

Professional services firms have undergone a series of major transformations over the past twenty years. In the 1980s, these firms were sales organizations and employees were hired to maximize sales volume and values. For those of us who were involved in business in the 1980’s, you will recall some of the approaches we were taught – overcoming objections, closing the sale, getting the next appointment, accelerating the sales cycle, and how to sell anything to anybody. Most approaches were based on the sales person being pitted against the client and the goal was to close the sale.

Resistance to Financial Planning

Last week, there was a Financial Planning Association group discussion in which someone posed the question: “Why do people resist creating a formal financial plan”.
This is a great question and gets to the core of financial planning.
Many people do not know what financial planning is. I think many financial planners are [...]

Do You Know Who Your Clients Are?

No matter the industry, providers of products and services are always saying something to the effect of: “You are blind as to who is going to walk in the front door for their first meeting with you. As you work with the client a bit you have a greater collection of knowledge [...]

Improving the Connection with Your Prospects and Clients

Have you considered what is going to propel growth in your business in the coming months and years? Schwab conducted a research study in March 2009 which shows the greatest 3 enablers of growth are:
1. Closing the deal with prospects – 75%
2. Maintaining quality service – 73%
3. Adding new technology for [...]

Managing Your Clients Through Turbulent Times

Well the stock market has gone to 10 year lows. Has it hit the bottom? That is not necessarily the crucial issue although this downward spiral will be raising more fears. What is crucial is how you handle this situation in terms of your own behavior and managing that of your [...]