One thing that isn’t talked about too much in the financial industry is inspiration.
Marketing materials try and tap into that with words like ‘we help you reach your goals and dreams’, but most of the time those are just words on a page.
The thing is, a good Advisor has the power to wield tremendous positive influence in the lives of their clients. It is not marketing-speak to say so.
One of my clients initially had great resistance to making sales calls. Of course he’s not alone. For most of us, it’s the least favourite part of the job. But now he’s got a system and wording that feels good to him and so he’s more at ease. It’s enabled him to get back to his roots.
He said to me recently: ‘I know sales calls are part of the job and I’m willing to do that. The reward is that I get to do my favourite thing – spend time with my clients. Time helping them, getting to know them better, setting them up for success, using my planning talents to create a better life for them.’
When he talks about this, his energy shifts; he is inspired. And he loves inspiring all the people in his book. He’s got it right!
With a tougher regulatory environment, compliance and administrative demands, the push to earn more accreditation and business-building tasks, it’s easy to get snowed under and lose touch with the most joyful, rewarding part of the work – the chance to really change lives.
Here are a few tips to re-connect with inspiration and bring that passion and energy to your client meetings:
Review Your Successes. Look through your client records from the last six months. What are some of your favourite before-and-after stories? Have you restructured something and saved your client 50k/year? What is s/he doing with the extra money? Have you taken a family with no insurance and helped them implement a full plan of protection for their future? Do you remember the relief on their faces? Maybe a couple you started working with a few years ago is now on their dream trip abroad. Review and enjoy these stories. They will pull you out of the administrative grind and fire up your passion.
Share Success Stories with your Clients. They get stuck ‘in the grind’, too! It’s easy to procrastinate with financial planning because the challenge feels immediate but the benefits don’t. Getting to hear real-life successes from you will get them excited and inspire them to act now instead of putting it off.
Send Congratulations! Are you a high-achiever? If you are you probably set lots of goals, achieve them and barely pause long enough on your way to the next goal to acknowledge the one you’ve just accomplished! But doesn’t it feel good when you do? Your clients are the same way. Bowl them over by sending a hand-written Congratulations card once they’ve hit one of these milestones. Have they just incorporated? Made it through a rocky quarter by staying the course? Bought their first home? Set up estate planning? Make it a part of your client service process to send a personal congratulatory note. Your clients will feel proud, appreciated and inspired to invest more! And the positive feedback loop you create will circle right back around to inspire your soul, too.
And remember… Speak from the heart. It’s good business.