According to McShane and Travaglione, (2008) transformational leaders are agents of change that create, communicate and model a shared vision and inspire followers to strive for that vision.
In a financial planning business, long term success at delivering best of breed services to clients and creating a client base of advocates is predicated on the ability of the principal adviser to lead in a transformational manner.
Successful financial planning businesses not only take their clients on a journey that creates for the clients a vision that they strive towards but they also enable their staff to support their clients vision.
The four elements of transformational leadership as described by McShane and Travaglione are applicable to not only the financial planning and insurance process but also to building your financial planning and insurance business by developing your staff.
- Create a strategic vision
- Communicate the vision
- Model the vision
- Build committment towards the vision
Vision coaching with clients then become your first appointment process not just a fact find.
Vision coaching with your staff means you involve your staff in shaping your financial planning and insurance business client value proposition.
Communicating the vision is key. A topic for next time.
No comments:
Post a Comment