A naturally logical and challenging person will be a Fast Paced Realist who is able to make very rational decisions without getting stuck but may be too impatient for returns.
The difference between what the advisor said and what the client heard will be attributable to the behavioral lens of each. The communication of products and solutions must be adapted.
The winds of change are moving fast through the modern economy, and this includes the financial services industry. What we are seeing is the emergence of the New Behavioral Economy – where the client is king and behavioral finance is in. This means the approach to providing financial services will become client centered and will […]
We are fast moving into a business and economic?age where to be successful people and businesses will need to use?their “right brain” a whole lot more. So far, the world we live in is very?left brained. This has been heavily ingrained into our business and social culture coming from the industrial, technology and information ages.?Now […]
This week I attended the Financial Behavior in Retirement Summit in Chicago and presented “Really Knowing Who Your Clients Are”. The presentation guides advisors to understand the importance of knowing the natural behavior of clients and uncovering their life and financial motivations in order to tailor services to them. By customizing their services, advisors will […]
Research is showing that many advisory firms talk about the importance of building relationships with clients. However, the clients do not believe there is a quality relationship. So what is the key ingredient to build your relationship performance? In our work, we talk about the need for advisors to build relationships which emotionally engage the […]
One of the first things that I did when I began a business coaching practice in 1998, was to enroll in Michael Gerbers Certified E-Myth Consulting program. You probably know Michael Gerber as author of the E-Myth Revisited. The E-Myth is largely based on the story of McDonalds, one of the worlds most successful and […]
Do you ever find yourself thinking about how to generate leads from your lead generation activities? Although most advisors generate the bulk of their new leads from client referral, they usually have other business development programs to enhance the growth rate of their business.? These lead generation activities range from the more traditional methods, such […]
To achieve high levels of client engagement and satisfaction, you need to customize your client communication, based on the wants, need sand preferences of each client.? Advisors who deliver the same program, package or meeting to all clients have very little hope of achieving high client satisfaction rankings.? On the other hand, it is a […]