Paul Kingsman is a guest vlogger for Moneytree Software. In this second part of a two-part series, Paul encourages you to help create a clear picture for your clients.
Transcript
Last week we covered what building a picture for your success looks like. This week, we’re talking about how you can do that for your clients.
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Last week I spoke about the need to have a clear picture for where you want to get to as an advisor so you can overcome the day-to-day challenges on that journey. Now you need to be able to do the same for your clients.
When your clients come in, highlight the need for a financial plan. In doing so, ask them what they want to achieve further down the track.
Maybe they want to retire and be able to travel. Ask them where. Maybe they say Paris. Then cut out a picture of the Louvre. Or maybe they want to spend more time with their grandchildren. Grab a couple of photos of grandparents with grandchildren. Or, better yet, have them send you some photos of their grandchildren. Maybe they want to do community service, and you want to cut out some photos of Meals on Wheels services, or something along those lines.
Whatever it is they’re looking to achieve down the track, get some visuals for them; help them see exactly what this looks like. So, when they come in and meet with you on a quarterly or semi-annual basis, you can pull out these pictures and let know they’re on track to getting there.
You can keep them motivated by letting them see where they are heading. “That’s why we’re being disciplined right now. That’s why we’re overcoming the desire to spend short-term on something that might feel good for something longer-term that’s going to feel great!”
So,
- Understand what your clients most want to achieve.
- Take the time to either cut out photos that are going to reflect that, or better yet, have them send you photos of instances they’ve enjoyed and want to experience more of.
- On a sheet of paper, just put down one or two of these photos, and each time you have a review, use this as a way to motivate them. Let them know, “Hey, this is where we’re heading together. We’re all on the same page here. I say that’s achievable, and let’s keep focused on that end objective.” Use that to motivate your clients to achieve their success in working with you as a financial advisor.
I look forward to bringing you another Distraction-Proof Advisor Idea next week.
About Paul
Paul Kingsman is a sought-after expert on how to be distraction-proof®. Through his speaking, writing, and coaching, he teaches financial services professionals how to maintain focus, take daily steps to successfully grow their businesses and achieve outstanding long-term results. He is also Director of Practice Management for Ash Brokerage and author of the book The Distraction-Proof® Advisor. You can reach Paul at Paul@PaulKingsman.com.
