Most clients at your initial meeting are thinking about one question, ” How can you help me solve my problem?”
There are 2 words that if they are used regularly with your clients or prospects they can provide incredible growth in your practice. These 2 words help you to see things clearly from your client’s frame of reference. These 2 words help your clients reveal who they really are. Ready for them…..
Tell me about You. Your dreams, goals, past experiences, successes and failures, likes and dislikes. Tell me about what you want and need. Tell me your “why.”
These 2 words are powerful. Face it. People are interested in themselves and do business with those that take a sincere interest in them and listen to what they are saying they need and want. After listening to their clients, the great advisors we work with are then able to present only the key benefits to a solution that are of real importance to the client. This eliminates the clutter when too much information is presented and no decision can be reached on the course of action. It’s really not rocket science. This also gives you an opportunity to share with your clients what your company stands for and how these values will benefit them.
Your path to greater success in client relationships begins with understanding and respecting how your client views life. Mastery for you is achieved when you refine the ability to consistently see situations the same way or from the point of view your clients do.
As Henry Ford said, ” If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle, as well as, from you own.”
This is a constant challenge as we work with clients in different generations. With the huge transfer of generational wealth that is ahead of us, recognizing and developing strategies to effectively work with each generation is a necessity. We can use our knowledge of the tendencies, likes, and habits of each generation as our starting point to connect and establish meaningful long term relationships. For example, everyone has a different relationship with technology. Wouldn’t you agree?
Gen Y is not necessarily tech savvy, they are tech dependent. They don’t know how it works. They do know they can’t live without it. Here’s another example. As popular as email is as a means of communication, many Baby Boomers would still prefer a good old hard copy that they can write on, highlight and refer back to. Acknowledging these little facts is important to your clients.
Knowing your client’s frame of reference will enable you to more accurately identify what your clients really want and how you can provide it. It serves as the foundation for the fresh new perspective you can share that will help them reach their goals. It positions you as “The Solution” for each client. So tell me, can it get any better? You have the potential to build a significant business with the potential to have a positive impact on millions of people’s lives.
Mike Sciortino has more than 30 years experience in the investment management business. Mike speaks at Conferences and writes often about how advisors can differentiate themselves, grow their practice, and improve their lives through time-tested processes. See all of Mike’s stories for CMG Advisor Central. Connect with Mike on LinkedIn.