One of the greatest gifts at your disposal as a financial advisor is your ability to communicate openly, both with your clients and your team members. As our focus is on teams this month, I will first look at the benefits of using direct communication with your team members, and then also show how these skills are beneficial in your conversations with clients.
Don’t forget to overlook the value these tactics have in conversations with potential clients too. Sometimes your greatest opportunity to acquire a client is in your capacity to be truly open, honest and direct with them about their situations, not in telling them what they want to hear. Use these tactics into your next potential client meeting and see how it shifts the dynamic.
Avoid hidden agendas and judgment: While you may be the “expert” or “ leader”, don’t presume to know the answer before your clients or team members. And don’t presume that if they fail to choose “your way” they are wrong.
Use comments and observations to reflect back on the actions of your team members and clients. This helps your own understanding of the situation, and that of the person with whom you’re communicating.
Have trust in yourself and those with whom you partner to share the truth, and accomplish the objectives at hand. This will encourage open and direct communication on your part, and garner the same response from your team members and your clients.
This will benefit your client: Realize the different truths you have with your clients as well. Be completely open and honest in your observations, with your clients and have trust in them to do the same. This will encourage conversation and make both you and your clients less likely to fear the difficult conversations that can lead to disagreement.
Powerful Coaching Questions from This Article: