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!!!

Selling with assurance - letting your clients know they've made the right decision

We've spoken previously about generating referrals from yoru ideal clients and giving your newly engaged clients great comfort that they have made the right buying decision.

A client engagement letter is an ideal technique to increase your sales conversions and enhance the referrals you get from client advocates.

Here's a quick example that you can use as a base.

Enjoy the sales uplift!

1 January 2012
Mr X and Mrs Y Client
1 Smith Street
Smithsville VIC 3000

Dear X and Y,

Congratulations, you’ve made the right choice

Thank you X and Y for entrusting ABC Financial Services, with the development of your financial planning / insurance solution that serves to enhance/protect your lifestyle and the people and dreams that are important to you.

We are responsible for the service you receive

I as the principal adviser of ABC Financial Services am solely responsible for the service you receive during this process from my team. This means that any matter you need clarified or wish to ask questions about can be directed to me personally.

We are here for you

Accordingly please find enclosed our corporate brochure/my business cards/ our contact sheet for our office/ a handy fridge magnet so you have at your disposal the appropriate contact details for the office.

We value your feedback

As our business is a referral only business/ is built on referrals our existing clients are our biggest advocates. The constant source of referrals from our clients means we can spend less time on activities to find new clients and more time developing and servicing the solutions for the clients that find and stay with us.

Any feedback during and after the development of your solution will be greatly appreciated so that we can strive to have you as another client advocate and have a positive influence on not only your situation but for the people you value in your social and family circle.

Next Steps

Attached is our service schedule tailored to your situation that documents the process involved, time line for delivery and our service package/fees/charges/costs solution that you have chosen.

Please take the time to ensure that this reflects your understanding of our discussions and complete the section that requires your signature, and return in the envelope/by email and our work with you will commence.

Yours Sincerely


ABC Financial Planning