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How Financial Advisors Use the Right & Left Brain to Find New Clients

By ClientWise | June 14, 2012

 

 

For top-performing financial advisors, we have observed three critical elements that determine client acquisition success:

  • Process, i.e. left-brain
  • Creativity, i.e. right-brain
  • Self-Leadership

Left-brained financial advisors focus on logical thinking, analysis and accuracy. Right-brained financial advisors, on the other hand, focus on aesthetics, feeling and creativity.

However, client acquisition success is a function of both brain hemispheres, in addition to another noteworthy catalyst that we refer to as “self-leadership.”

Process. Left-brained dominant financial advisors’ bring considerable talent to the client acquisition process. This includes building a comprehensive client acquisition checklist that contains the fundamental business development components. For example:

  • Defined Client Acquisition Strategy
  • Client Acquisition Goals
  • Roles and responsibilities that are clearly understood
  • A formalized accountability structure
  • A client acquisition pipeline

Creativity. Right-brained dominant financial advisors excel at the important “soft skills” of client acquisition. These include:

Self-leadership. The third characteristic of client acquisition success is equally important. This includes:

  • Optimistic persistence and positive attitude in the face of trying times and difficult markets.
  • Courage
  • Consistent behavior that unfailingly embodies the financial advisor’s core values.

We have seen that the best financial advisors, and advisory practices do not necessarily excel at all three areas. However, they are consistently good-to-very-good in all three, and work diligently to emphasize their strengths and compensate for their weaknesses. 

For a ClientWise Learning Tool that will further strengthen your client acquisition skills, please see the complimentary download below:

 

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Topics: Client Acquisition Business Development

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