BELIEF IS THE KEY! Obtain your 2012 beliefs by working on your emotional intelligence and self leadership.
What we saw throughout 2011 within the businesses we started working with was a high level of fatigue. Depressed market returns, long term portolio strategy plans needing readjustment, difficulty with client engagement and overall a fear of communicating with clients and a lack of potency in the message to be delivered.
Financial planners themselves are not entirely at fault. The messages from investment houses, portfolio specialists, the "experts" were in the main, contradictorary, confused, inconsistent and convoluted.
The biggest hurdle however with these businesses was a big problem with BELIEF.
Belief in the potency of the purpose of the core of the business offer they had and a lack of belief in how they were to best communicate and articulate that client brand proposition.
Before you follow any of the PROVEN techniques from Positive Client Engagement, businesses and financial planning professionals, investment and insurance advisors, need to develop two areas: Emotional Intelligence and Self Leadership practices.
EI is the set of competencies that give us the ability to monitor our own feelings and emotions and the feelings and emotions in others and to use this knowledge to guide our thinking and actions (McShane, S. and Travaglione, T. 2008).
There are four areas of recognising this awareness:
- self awareness : understanding your own emotions
- self management : how well you control your states and be optimistic
- social awareness: empathy and understanding your businesses mindset
- relationship management: managing others emotions, leadership,influence
Now here's the rub. To be adept at positively engaging your clients you NEED to master relationship management. But relationship management is the highest level of EI and requires all other areas to be competent.
Self management was a huge issue for the business owners we encountered in 2011. To work on your EI so you can catapult your business success in 2012 and engage your clients with a clear believable passionate and compelling message WILL require you to work on your EI throughout the year.
Coaching, practice, feedback can assist ((McShane, S. and Travaglione, T. 2008).
Assisting in no small way will be then the way you lead yourself. Only then will you be able to perform the tasks required to take your business to the next level in 2012.
Self leadership requires the resources of goal setting, planning, re-inforcement.
Similar to Positive Client Engagements approach keys are:
- set your goals and be crystal clear and specific
- develop thought patterns that are constructive
- design rewards for you and your team along the way - make these frequent, variable and desired and valued
- review and monitor your progress
- reward and re-inforce the outcomes and process
Critical is to change your internal voice. To increase your confidence in your approach and how you articulate it - you need to exit the negativity and start talking to yourself in a positive manner. Evaluate your capabilities and create a "yes you can" approach. You will find the solutions when you start to believe and will your self towards the goal.
HOW TO START
- resource EI
- research / speak to / read about - people who have set and acquired success through goal setting
Positive Client Engagements resources will continue to assist and our upcoming BOOK will have a goal setting work sheet and action plan.
For more information contact PCE, register to receive our blog and in the interim check out the current reading list of our founder Andy Marshall at
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