Discovering the Silent Killer

Indifference. Websters dictionary defines this word as lack of interest, concern or sympathy.

J.D. Powers and Associates just released the results of a survey that found 31% of financial advisors were indifferent about their work and have no strong attachment to their firms.? Without a connection to their firm, these advisors are likely to be open to discussions with competitors.

There is a silent killer lurking in the midst of our organizations. Could a third of your clients be classified as indifferent?

One of the biggest challenges with identifying indifference is that we usually judge our clients through our own viewing lens.? That is not always objective. Or we point to our annual client surveys.? But there is a risk that you can have lots of data and not see what it is saying.

Indifference can translate into business risks.? The first is that the client will not stick to their financial plan and that will present problems for you in the form of difficult conversations and unrealized goals.? In addition, the client will not add money to their account or provide any referrals.? Finally, the client is open to conversations with other advisors and the ultimate risk is losing the entire relationship.

What can you do to combat the silent killer?? Start by asking a lot of questions to get beneath the surface of a client. Human differences are really the hidden obstacles in any relationship.? It takes time but you will uncover the behavior and emotions that lead to authentic engagement.? Next, be sure to adapt your communication style to that of your client. You might be excited about sharing all the market data when in reality your client is happy with the concrete, bottom line results. Finally, customize your products and services to your client.? A lengthy newsletter is not necessary to clients who prefer picture, graphs and bullet points.

All of these recommendations may seem small. But small changes produce big results.?? Keep in mind that it is in understanding behavior that leads to customer engagement.? When your clients are connecting with your firm at a deeper level, there is no room for indifference.

Learn how you can objectively uncover and navigate the different financial personalities of your clients by visiting the Financial DNA website.

• About the Author

Peggy Mengel

Peggy Mengel - Business Coach - The Biz Sherpa

As CEO and founder of The Biz Sherpa, I coach and consult with executives on developing deep and strong relationships with clients, staff and most importantly, themselves. When you align your talents, passions and strengths with a strategy that fits your uniqueness, you will transform yourself, your client experience and your business.

Throughout my career, one my driving principles is to understand people before numbers. It is this philosophy that ignites my desire to help financial services firms meet the challenge of driving results through a behaviorally based strategy.

How can your firm balance the demands of effectively managing people and maximizing profits? Start building business from the "inside-out" with a coach who understands your industry and your challenges.