Last time we wrote about the power of understanding more aspects of a clients life than just the financials. While it may seem odd that a financial questionnaire is not the lead when starting a relationship with a client in a financial services relationship, the reality is that we live our lives and money can enhance aspects of our lifestyle BUT we do not live for money. Engaging client purely on the financial aspects neglects all of the detail about what makes us - your clients tick.
Understanding more about them actually helps you engage them better and in so doing, guiding them to make better financial decisions to actually make changes that are meaningful to them.
Lifestyle questionnaires help you to do this. Positive Client Engagement has a tried and tested questionnaire as used by the adviser and written about in our 13 Dec 2011 blog.
But using a questionnaire is not enough. If you seek to add value to a clients whole person then you need to equip yourself with the capabilities to do just that. We are not advocating that you develop a new range of capabilities personally. Rather form relationships with the professionals that can make a difference in your clients life.
Tutors, physiotherapists, osteopaths, counsellors, interior designers, architects, landscape gardeners, funeral directors, electricians, plumbers, carpenters, doctors, lawyers and yes, even accountants.
Without a wagon wheel of diverse relationships and resources you can not position yourself as the hub of that wheel - at the centre of the clients world. No lifestyle questionnaire will work with any longevity for you unless you are prepared to fully immersse yourself in knowing your client. And we mean really knowing your client.
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