A technique/client discovey tool adopted by some successful advisers is a form of lifestyle questionanire.
Clients are asked a series of questions about a range of lifestyle subjects : exercise, social activity, family, relationships, holidays, vocational pursuits, spirituality, health, sleep, quality of life and dreams in regard to long term aspirations.
What's this have to do with a superannuation roll over or an insurance package?
Everything.
Without delving into the above in some form, you risk becoming an order taker for a transaction.
By engaging in the above questions remarkable things can happen.
One such questioning process uncovered that holidays were a beach location annually and that an aspiration was at 65 (20 years from the time of the questionnaire) that the female respondent would, once life had quietened down, like to learn how to paint.
Why wait 20 years?
The SOA produced not only dealt with the financial issues at hand BUT also had located a beach holiday property hosted by a resident artist who ran art classes during the guests stay. The cost was the same as was being spent on the existing annual holiday.
Five years later, the insurances were still in place, the portfolio growing, plans on track AND the adviser was able to attend an exhibition of artwork, his clients first showing.
Now that's positive client engagement.
How you can place yourself in a position to ask these types of questions is the topic of our next blog.
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