PCE is surrounded by lots of strong women. Gutsy, determined, motivated, fearless. Be it business or socially, at community and social groups : they are there : fighting. Fighting for a dream, a goal, sometime for sanity, for love, for what they believe in. These women are achievers.
But why is it that studies of achievement motivation do not predict the level of achievement motivation for females as well as these studies do for males?
Women often obtain higher test-anxiety scores than males. Are they just more anxious?
Maybe there is another explanation. Have females in our culture (Western) been encouraged to be successful, whilst also trying to live up to conventions : the good daughter, the dutiful wife, the multi tasking mother?
Is there a motive to avoid success and fear it : as women battle with convention?
Evidence from psychological studies shows exactly that. That fear of success or success avoidance is heightened when anxiety is present about breaking with convention or especially in relationships : being competitive with a male partner.
Differences in achievement therefore has nothing to do with ability but with culturally imposed sex differences in motivation.
Regardless of how strong and fierce the women PCE knows are: there is something to remember.....like all people recognition, being valued, being supported, sense of purpose and support is critical.
Men have built support mechanisms for all of this : the workplace, the social culture of the workplace, the weekly boys night on a Friday.....and dare I say it ....golf.....
What's missing for women are these conventions and more : the conflict over dual roles requires a sense of purpose more clearly defined PLUS the support mechanisms from a partner of : the freedom to speak and communicate and be heard, and task mutuality ....ie doing things together that produce results: small wins here a key.
There are rules of engagement required. But women of the world hear this : be crystal clear about your WHY. Craft it, be specific, clear and then articulate it. Share it. Live it.
Above all once you have that clear purpose that is about you and you get the support to fulfil it...you can afford to be fierce, fearless and driven....and all the rest will follow, because you have nurtured yourself first and when you are feeling like you are breaking through you really can do anything.
Friday, 26 April 2013
Wednesday, 17 April 2013
Social Media Marketing Strategies for Financial Advisers
Today we are running a social media marketing and communications workshop for financial advisers.
Our love affair with SM started 4 years ago when in all seriousness we were considering career options.
After reading the basics in Groundswell by Charlene Li, then moving to The Hypersocial Organisation by Gossieaux and Moran and then Open Communication again by Li : it was discussed with an organisation we were involved with that the role of a social media manager was needed to build a community of our clients for collaboration.
They thought we were crazy. And nothing became of that.
After leaving that organisation our interest shifted to the practical application of social media for financial advisers.
And that what today is all about.
We refer today to the work of Safko and Amy Jo Martin : what does it take for success:
1) Whats you message?
2) How are you going to stand out?
3) What communication tools are you going to use?
So have something to say, make it interesting and publish it where people can find it.
Today we will talk about blogging, twitter, and social networks. How people use them and importantly how financial planners can easily apply these tools to their business.
But most of all the technology is not the hard part in fact it's the easiest.
What you need to do is:
- figure out what you want to say
- understand that you need to define to clients and prospects : why you?
- you need to be ready to be real, to share, to listen, to be responsive
Those last 4 points are the key to success in any marketing strategy.
Our love affair with SM started 4 years ago when in all seriousness we were considering career options.
After reading the basics in Groundswell by Charlene Li, then moving to The Hypersocial Organisation by Gossieaux and Moran and then Open Communication again by Li : it was discussed with an organisation we were involved with that the role of a social media manager was needed to build a community of our clients for collaboration.
They thought we were crazy. And nothing became of that.
After leaving that organisation our interest shifted to the practical application of social media for financial advisers.
And that what today is all about.
We refer today to the work of Safko and Amy Jo Martin : what does it take for success:
1) Whats you message?
2) How are you going to stand out?
3) What communication tools are you going to use?
So have something to say, make it interesting and publish it where people can find it.
Today we will talk about blogging, twitter, and social networks. How people use them and importantly how financial planners can easily apply these tools to their business.
But most of all the technology is not the hard part in fact it's the easiest.
What you need to do is:
- figure out what you want to say
- understand that you need to define to clients and prospects : why you?
- you need to be ready to be real, to share, to listen, to be responsive
Those last 4 points are the key to success in any marketing strategy.
Saturday, 6 April 2013
Using mind maps in financial services
Monday, 1 April 2013
The Power of Persuasion : key components of social media marketing
Aristotle described rhetoric, the art of persuasive speaking as having several components those being the characteristics of the speaker : ethos, the power of the message : pathos, and the logic of what is being said : logos.
Aristotle may have been a social media guru in today's world.
A credible speaker, a relevant message, the way in which the message is delivered, being innovative with the message and importantly picking the right community to deliver your message to are the key ingredients for any marketing campaign but especially one which can get instant delivery and feedback such as social media.
So what are these components one by one and how do you maximise your cut through when using social media?
The Source
Credibility 101. So you want to say something. Just who do you think you are? What credibility can you muster?
First : know what you want to say and then determine if you actually can command the authority to say it with believability. There is absolutely nothing wrong with using other sources to quote. The key is to have an opinion on it.
Having an opinion brings with it the power of credibility of authority. If you can combine that with charisma and being real then you're on a winner.
That is why videos work so well.
If you haves something to say then deliver it on person : that is video yourself, staff and anyone that interacts with your clients and talk about what you do for your clients and why.
The best and most powerful source of the message is and should be you.
The Message
It is not the 1990's anymore or worse the 1980's. Fear and greed may work : but it is short term and transactional and if you truly want to engage design a positive message that speaks to the dreams hopes and desires of clients. They want to learn, they want to bond and they want to acquire a better life. Design your message so your clients can see that your services are accessible and let them bond with you.
The Distribution of the message
So what's it going to be : words, visuals, audio, pod cast, text messages, snail mail : in a social media world : video, visuals, pod cast, pictures, : enhance the message by reaching the audience in multiple forms that appeal to different learning styles and stay longer in short term memory. Reinforcement of the message by multiple means cements the proposition in the minds of your audience.
The Right Community
Who are you trying to recruit to your message? Are you crystal clear on who is your ideal client? Only if you have a picture and an understanding of what is important to your key market will you have success. This means that for a time you are going to have to listen to your target audience, where they congregate, understand what they are following and what messages they are consuming. Only then will you be able to construct your message to be relevant and real to your ideal clients.
Those are the main ingredients.....next time ....the how you can actually persuade people to make the right choice of using your services now that they are listening.
Aristotle may have been a social media guru in today's world.
A credible speaker, a relevant message, the way in which the message is delivered, being innovative with the message and importantly picking the right community to deliver your message to are the key ingredients for any marketing campaign but especially one which can get instant delivery and feedback such as social media.
So what are these components one by one and how do you maximise your cut through when using social media?
The Source
Credibility 101. So you want to say something. Just who do you think you are? What credibility can you muster?
First : know what you want to say and then determine if you actually can command the authority to say it with believability. There is absolutely nothing wrong with using other sources to quote. The key is to have an opinion on it.
Having an opinion brings with it the power of credibility of authority. If you can combine that with charisma and being real then you're on a winner.
That is why videos work so well.
If you haves something to say then deliver it on person : that is video yourself, staff and anyone that interacts with your clients and talk about what you do for your clients and why.
The best and most powerful source of the message is and should be you.
The Message
It is not the 1990's anymore or worse the 1980's. Fear and greed may work : but it is short term and transactional and if you truly want to engage design a positive message that speaks to the dreams hopes and desires of clients. They want to learn, they want to bond and they want to acquire a better life. Design your message so your clients can see that your services are accessible and let them bond with you.
The Distribution of the message
So what's it going to be : words, visuals, audio, pod cast, text messages, snail mail : in a social media world : video, visuals, pod cast, pictures, : enhance the message by reaching the audience in multiple forms that appeal to different learning styles and stay longer in short term memory. Reinforcement of the message by multiple means cements the proposition in the minds of your audience.
The Right Community
Who are you trying to recruit to your message? Are you crystal clear on who is your ideal client? Only if you have a picture and an understanding of what is important to your key market will you have success. This means that for a time you are going to have to listen to your target audience, where they congregate, understand what they are following and what messages they are consuming. Only then will you be able to construct your message to be relevant and real to your ideal clients.
Those are the main ingredients.....next time ....the how you can actually persuade people to make the right choice of using your services now that they are listening.
Thursday, 21 March 2013
Managing Complaints and Taking Feedback : Ingredients for WOW Service
Recently PCE had to fly to Singapore to deliver a presentation. It was a fly in and fly out. All up the total time spent in Singapore was just on 24 hours.
The quirk with that jet set tour was that PCE had the same flight crew on the way to Singapore and on the way back home.
On the way in amongst enjoying the inflight entertainment, PCE prepared the final touches for the presentation including reading some psychology journal articles. This was noted by two members of the flight crew and a short and let's say less than 2 minute conversation was had about what PCE was reading and why.
24 hours later whilst in the boarding gate lounge, as the flight crew walked through, PCE was tapped on the shoulder and asked "how'd it go....the presentation?".
It's nice to be remembered.
On board the second member also engaged, inquired how the presentation went and then after take off provided exceptional service.
Now PCE love great customer service and love to tell people about it and feedback to the providers of that service.
SO PCE conducted a little experiment: we tweeted the customer care twitter account of the airline sending thanks from passenger 54D.
Customer care tweeted back: thanking PCE for the feedback and that they'd pass it on and they looked forward to welcoming PCE back.
As a contrast a colleague of PCE after landing at an airport was when crossing the road physically hit by an airline van that continued on without stopping or apparently noticing they'd impacted a pedestrian.
An email to advise what had happened was sent to the airline, two tweets : no reply.
How service companies manage feedback and complaints are moments of truth for companies and differentiate companies from those you would promote positively and those you would negatively detract from.
But what is alarming is that many in financial services, in customer service industries do not actively seek or respond to feedback and when faced with a complaint have inadequate procedures or empowerment of staff to actually take any meaningful action.
PCE sheds no tears for companies battling for the consumer dollar when a look at the company client experience leaves a lot to be desired.
So the challenge for you as a service provider?
Assess your feedback mechanisms : how do you ask for and respond to feedback : is that process known by your clients and accessible? Do you make clients aware of how they can provide feedback and do you actively ask for it?
And what about your complaints philosophy : once again how do you respond?
If your process lacks on these fronts you are missing tapping into aspects of what clients actually look for when utilising your services.
The quirk with that jet set tour was that PCE had the same flight crew on the way to Singapore and on the way back home.
On the way in amongst enjoying the inflight entertainment, PCE prepared the final touches for the presentation including reading some psychology journal articles. This was noted by two members of the flight crew and a short and let's say less than 2 minute conversation was had about what PCE was reading and why.
24 hours later whilst in the boarding gate lounge, as the flight crew walked through, PCE was tapped on the shoulder and asked "how'd it go....the presentation?".
It's nice to be remembered.
On board the second member also engaged, inquired how the presentation went and then after take off provided exceptional service.
Now PCE love great customer service and love to tell people about it and feedback to the providers of that service.
SO PCE conducted a little experiment: we tweeted the customer care twitter account of the airline sending thanks from passenger 54D.
Customer care tweeted back: thanking PCE for the feedback and that they'd pass it on and they looked forward to welcoming PCE back.
As a contrast a colleague of PCE after landing at an airport was when crossing the road physically hit by an airline van that continued on without stopping or apparently noticing they'd impacted a pedestrian.
An email to advise what had happened was sent to the airline, two tweets : no reply.
How service companies manage feedback and complaints are moments of truth for companies and differentiate companies from those you would promote positively and those you would negatively detract from.
But what is alarming is that many in financial services, in customer service industries do not actively seek or respond to feedback and when faced with a complaint have inadequate procedures or empowerment of staff to actually take any meaningful action.
PCE sheds no tears for companies battling for the consumer dollar when a look at the company client experience leaves a lot to be desired.
So the challenge for you as a service provider?
Assess your feedback mechanisms : how do you ask for and respond to feedback : is that process known by your clients and accessible? Do you make clients aware of how they can provide feedback and do you actively ask for it?
And what about your complaints philosophy : once again how do you respond?
If your process lacks on these fronts you are missing tapping into aspects of what clients actually look for when utilising your services.
Thursday, 14 March 2013
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!!!
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!!!
Thursday, 21 February 2013
Overcoming fear to reset mind and body to achieve
How did fear, drive anxiety that drove backing down in a challenge that then drove a reset of mind and body to achieve?
There are ten realisations that PCE discovered recently.
The story goes a little like this.....
PCE recently visited our Canadian friends and Aussies working at the Ski Resorts in BC and took the opportunity to hit the slopes.
First step was to find the ski legs again and then get challenged by some of the harder terrain.
One morning a decision was made to try a black run called "Dragons Tongue". With no information on what to expect the run began. As the moguls got larger and the terrain steeper, technique fell away and anxiety crept in. As a ridge approached that seemed to fall away a look to the right through the trees caught a glimpse of a red jacket fly past on clearly an easier run. Fear had set in and a lack of positive talk was replaced by a lot of negative chatter.
The decision was made, through the trees and onto a blue run "Born to Run".
Safely home later that day a piece of paper was torn out of a scrap book and two goals written down.
1) Complete "Born to Run" in it's entirety
2) Finish "Dragons Tongue".
The next morning off the lift towards "Born to Run" what ran through the mind was this:
- activate the body : form, technique; let's start feeling how it feels, feel the muscles activating
- activate the mind : fun, belief, positive talk
The run started. This seemed a lot harder than "Dragons Tongue". It was steeper. Longer. Narrower.
You can do this.
Remember the technique.
Feel every turn.
Control every turn.
Vocalisation took effect over each mogul: "turn....turn..turn...turn..."
Awareness of breathing.
A shout up from a skier below "be careful there's lots of exposed rocks here". "Thanks!", a quick reply.
The last few moguls before the run opened up and flattened. The exhilaration the vocal celebration "whoohoooo!!!"
It's done!!
Tomorrow bring on "Dragons Tongue".
Later that night at dinner, as the run was described, the fellow skiers looked puzzled. "That wasn't "Born to Run"
"Born to Run, starts through trees and it's steep but it's not overly moguled".
Having missed the entrance to "Born to Run" the right fork has been taken onto a black run "Goats Kick". That was what was conquered.
The next day "Born to Run" was a dream to ski down. And "Dragons Tongue" was completed not once but twice. On all three of these runs the same attitude and process taken down what was thought to be "Born to Run" was followed.
Technique, belief, positive talk won the day.
So what was learnt?
1) Fear can cripple
2) Fear without knowledge makes for bad decisions
3) Fear causes doubts in self
4) Attitude can be programmed
5) Mindset can be programmed
6) With the right base you can programme your body to perform
7) Visualisation is a powerful tool
8) Positive self talk drives you forward
9) Vocalisation of your process keeps you on track
10) Writing down a goal makes you accountable to it and drives your mind, body and spirit towards finding ways to fulfil the goal.
Taking these lessons and applying them everyday to every challenge is the next step.
There are ten realisations that PCE discovered recently.
The story goes a little like this.....
PCE recently visited our Canadian friends and Aussies working at the Ski Resorts in BC and took the opportunity to hit the slopes.
First step was to find the ski legs again and then get challenged by some of the harder terrain.
One morning a decision was made to try a black run called "Dragons Tongue". With no information on what to expect the run began. As the moguls got larger and the terrain steeper, technique fell away and anxiety crept in. As a ridge approached that seemed to fall away a look to the right through the trees caught a glimpse of a red jacket fly past on clearly an easier run. Fear had set in and a lack of positive talk was replaced by a lot of negative chatter.
The decision was made, through the trees and onto a blue run "Born to Run".
Safely home later that day a piece of paper was torn out of a scrap book and two goals written down.
1) Complete "Born to Run" in it's entirety
2) Finish "Dragons Tongue".
The next morning off the lift towards "Born to Run" what ran through the mind was this:
- activate the body : form, technique; let's start feeling how it feels, feel the muscles activating
- activate the mind : fun, belief, positive talk
The run started. This seemed a lot harder than "Dragons Tongue". It was steeper. Longer. Narrower.
You can do this.
Remember the technique.
Feel every turn.
Control every turn.
Vocalisation took effect over each mogul: "turn....turn..turn...turn..."
Awareness of breathing.
A shout up from a skier below "be careful there's lots of exposed rocks here". "Thanks!", a quick reply.
The last few moguls before the run opened up and flattened. The exhilaration the vocal celebration "whoohoooo!!!"
It's done!!
Tomorrow bring on "Dragons Tongue".
Later that night at dinner, as the run was described, the fellow skiers looked puzzled. "That wasn't "Born to Run"
"Born to Run, starts through trees and it's steep but it's not overly moguled".
Having missed the entrance to "Born to Run" the right fork has been taken onto a black run "Goats Kick". That was what was conquered.
The next day "Born to Run" was a dream to ski down. And "Dragons Tongue" was completed not once but twice. On all three of these runs the same attitude and process taken down what was thought to be "Born to Run" was followed.
Technique, belief, positive talk won the day.
So what was learnt?
1) Fear can cripple
2) Fear without knowledge makes for bad decisions
3) Fear causes doubts in self
4) Attitude can be programmed
5) Mindset can be programmed
6) With the right base you can programme your body to perform
7) Visualisation is a powerful tool
8) Positive self talk drives you forward
9) Vocalisation of your process keeps you on track
10) Writing down a goal makes you accountable to it and drives your mind, body and spirit towards finding ways to fulfil the goal.
Taking these lessons and applying them everyday to every challenge is the next step.
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