Are You Successful And Productive? 3 Keys to Becoming a Productive Adviser

The role of a financial adviser is to provide clients with advice on financial matters, making recommendations on ways to best utilize their money, ensuring they are aware of and understand the direction to be taken that best meets their clients needs. The next part of this statement might be to sell product and close the deal.

Being productive also means being creative, helpful, valuable, and practical and so much more. If the measure of being a successful adviser is to be productive how important is it to really understand all aspects of your prospective client’s life?

Stacey Haefele makes an interesting observation in her article in the Financial Planning Newsletter about getting to know your clients,? titled Targeting Wealthy Clients and Understanding the Source of their Wealth.

Are the people before you hardworking, average-earning lifelong savers? High-flying corporate
executives saddled with a vested interest (and stock position) in a single company that may
never love them back? Or are they small business owners or entrepreneurs whose personal finances
and business finances can be hard to distinguish? Did they inherit all their wealth -- or,
perhaps, just enough that they can't quite quit altogether?

A client's source of wealth is an incredibly informative data point. It is key to understanding
a client's values, work ethic, attitudes toward risk and investment personality. It may even give
you a clue as to how clients might work with you as an advisor: Will they need an asset manager
or a shrink?

Clearly the starting point in order to become a successful and productive adviser is to know and engage with your client right from the start. Charm, inspirational presence and great communication skills together with a high level of competencies do not make a productive adviser. Understanding and learning to navigate the different behavioural styles and emotions of your clients is the key starting point? Independent research shows that 93.6% of your role in becoming a productive adviser is through managing client behaviors.

Through understanding client behaviors:

  1. Successful and productive advisors will be able to choose what’s right for their clients rather than what’s most profitable.
  2. Successful and productive advisers will consider the big picture of their clients life, dreams, plans, family and financial situation before advising on products or recommending specific actions
  3. Successful and productive advisers follow a process for discerning their clients needs and offering recommendations.

Successful and productive advisors make a difference in clients lives.



Carol Pocklington is a Human Behavior Solutions Analyst at DNA Behavior, assisting with the research and development of behavioral products. DNA Behavior helps grow behaviorally smart businesses and financial advisors worldwide to increase competitive advantage using the most reliable behavioral discovery and performance development systems on cutting-edge technology platforms. Solutions are delivered in the areas of client experience management, financial personality management and human capital management.

Visit the Financial DNA website to learn more about building the relationship with your clients in the financial planning process.

Carol Pocklington

Carol Pocklington - Chief Insights Accelerator

Carol is a Human Performance Accelerator. She has worked with Hugh Massie since 2001 since the Financial DNA understanding concept was conceived. She works with people and businesses worldwide. Her real-world application of behavioural insights, gives her the capability to serve as a business strategist, coach, mentor, and trainer. She is also a prolific blogger, a public speaker and author, specializing in human behavioural insights.


Carol's DNA Natural Behavior Style is - Facilitator


Carol is a Facilitator. Facilitators are persistent, goal-oriented people who promote team effort in order to complete tasks. Facilitators lead by setting examples and by achieving goals. Their strong work ethic encourages others to excel and they have an excellent ability to deal calmly yet firmly with people using a facilitative style.

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