{"id":381,"date":"2017-03-20T08:42:32","date_gmt":"2017-03-19T22:42:32","guid":{"rendered":"http:\/\/magazine.riskinfo.com.au\/29\/?p=381"},"modified":"2017-03-20T08:46:09","modified_gmt":"2017-03-19T22:46:09","slug":"helping-prospects-become-clients","status":"publish","type":"post","link":"http:\/\/magazine.riskinfo.com.au\/29\/helping-prospects-become-clients\/","title":{"rendered":"Helping Prospects Become Clients"},"content":{"rendered":"
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Adviser, consultant and author, Chris Unwin, challenges advisers to define themselves in a single word along the way to offering four simple tips to helping more prospects become clients\u2026<\/h3>\r\n<\/div>\n

Have you ever had a really good prospect (or just a prospect for that matter!) who you know could and should have become your client, but for some reason remained a prospect for someone else? If so, did you ask yourself what were the things that you didn\u2019t do <\/b>to help that prospect come on board as your client?<\/p>\n

In order to maximise the number of times that you convert a quality prospect into a long term client, I believe you need to really understand what your primary role <\/b>is as a person\u2019s financial planner. When I ask advisers in my workshops which single word would best describe their primary role for their client as their financial planner, the most common responses I get are \u201cCoach\u201d, \u201cEducator\u201d, \u201cAdviser\u201d & \u201cHelper\u201d, all of which are understandable and they certainly form a part of what we do for our clients.<\/p>\n

the single word that best describes our primary role for our clients is facilitator<\/p><\/blockquote>\n

But from my very early days in the business, I was always quite clear on what my primary role was for my clients, and that was to make it as easy as possible for my clients to make the right decisions for their financial future (see Chrisism#23), and these decisions were seldom \u2018rocket science\u2019. Therefore, I believe that the single word that best describes our primary role for our clients is facilitator<\/b>,<\/b> which is derived from the Latin word \u201cfacile\u201d which means easy.<\/p>\n

So what are some of the things we can do to make it as easy as possible to come on board and stay on board as a client:<\/p>\n

Tip 1<\/h3>\n

Be aware of the language we are using – especially early in the piece. As an example, right at the start of the first meeting, when we are outlining what the prospect can expect as a client, do you say \u2018If <\/b>you become a client, this is what you can expect\u2019, \u2018Assuming you become a client, this is what you can expect\u2019 or \u2018When you become a client, this is what you can expect\u2019? \u2018If\u2019 and \u2018Assuming\u2019 both plant in the client\u2019s head \u2018I may not become a client\u2019, whereas \u2018When you become a client\u2019 plants in the client\u2019s head \u2018I am going to become a client\u2019. I ask you, which makes it easier for them to become a client?<\/p>\n

Tip 2<\/h3>\n

Get the client\u2019s \u2018buy in\u2019 to the concepts of a long-term business relationship and the importance of regularity and continuity of service<\/p>\n

Tip 3<\/h3>\n

Be proactive during the underwriting process \u2013 this will cement and add layers to your relationship with the client.<\/p>\n

Tip 4<\/h3>\n

Have a face to face meeting with a new client after the documents are issued.<\/p>\n

If you would like more information on these strategies and how to integrate them into your advice process as well as a bucketful of other \u201clightbulb moments\u201d around your client engagement skills, then you need to come along to my Client Acquisition & Engagement Skills Workshop in your capital city in March. For details, click on the link below.<\/i><\/p>\n

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Chris Unwin is a financial adviser of 37 years standing and has been a specialist risk adviser for the last 22 years. His training and consulting business has operated for 12 years and it specialises in helping advisers across the full spectrum of experience with their client engagement skills, both in the risk advice specific space as well as in the more generic soft skills space.<\/p>\n

\u2026And if anyone would like to receive Chris Unwin\u2019s Chrisisms on a fortnightly basis, just email<\/a> him with your details, including the state in which you reside.<\/p>\n

Contact or follow the author:<\/strong> Telephone: +61 417 281 034 | Website<\/a> | Email<\/a> | LinkedIn<\/a><\/p>\n<\/div>\n