Becoming Highly Referable : By Being You

PCE spent time today with a brilliant individual who had lost confidence in their customer approach as it had been questioned by an influential adviser in financial services who has succeeded using a very different style.

So we had in front of us someone who is:

- genuinely passionate about people
- connects with people about their values
- shares her dreams with clients and they reciprocate
- matches strategy solutions with delivering client wants
- lives breathes and sleeps her chosen profession : insurance advice
- professional and polished


So why on earth was she questioning herself now? Well, she's new in town and perhaps that approach does not work in the market she's found herself in.

In PCEs opinion nothing could be further from the truth.

Here before us was a perfect example of a new age adviser : an adviser that clients are desperately seeking.

This adviser has all the hallmarks of being highly referable simply by being who she is.

So here in a nutshell is what you need to do to create the differentiator that leads to genuine client engagement and referrals and genuine enjoyment of what you do. Follow your bliss!

1) be highly referable : that is you need to have a visual value document that illustrates what it is that you do and what your input into the process is for clients. In other words a value of advice document. For more details contact PCE direct www.positiveclientengagement.com. You also need to have a pitch about why you do what you do, who you do it for, what outcomes they have by working with you.

2) be able to demonstrate your process / method for what it is that you do : flow charts are brilliant here

3) engage your clients : lifestyle questions, ratings, profiling, wealth management indexes and scores all help

4) survey your clients and ask for feedback : how well do you know them and how well do they know you

5) educate your referral sources and educate yourself about them : and don't pay them for referrals : rather you through your exemplary service will make them look good purely due to the fact that they cared enough about their clients to refer them to you : and you can turn away referral sources who won't work with you in this way

6) be able to be reviewed : that is have a web presence and on that site show case you, your team, educate, inform, engage, share - but most of all be real

7) communicate communicate communicate : reassure your clients after they engage you, after you present your advice, after they sign up

Templates, examples are all things that great genuine people in this industry share.

PCE has bucket loads and are happy to engage you with these tools ( and a little tip ....most of them can be found in the 100 posts we've written.....so as much as we'd love to package them and sell them to you....with a bit of work from your end ....most of it is here already)

Enjoy!!!