You have put blood, sweat, and tears into becoming chartered. Or you are on the way.
You want to do great work for your clients, build your practice, and deservedly create your own wealth along the way.
But where are all the clients?
I recently began working with a client who wants to build her financial planning practice faster than has been happening.
She had done all the things you’re supposed to do to make yourself ‘attractive’ to clients.
She had become Chartered. She had hired a designer to create a brand, spent good money on a website, and worked with a digital marketing agency to get her message ‘out there’.
But she was getting no traction.
What makes people want to hire you?
As my client and I were speaking a story popped into my mind that my coach had shared with me.
He had taken on a client whose coaching practice was not growing, and she could not understand why.
This client had written a book that had quickly become a best-seller, and she had appeared on the TV show ‘Oprah’ three times, so she was seen by millions of people.
She thought that this would bring her a flood of clients. And yet how many showed up?
Not one.
It is easy to believe that simply getting your name ‘out there’ and looking professional will somehow make people want to work with you. But this leaves out the most important of all.
All clients are created within conversations. No exception.
Things that don’t get you clients
As a financial planner, being Chartered does not get you clients. Nor does writing books. Or posting on social media.
I am not saying do not do these things because they can be part of your approach in creating conversations.
And I’m not against being chartered. In fact, I’m all for it. But conversations are what builds your practice.
On hearing this some advisers respond with, “But it’s hard to find people to talk to.” So, I share two things I found incredibly helpful to realise:
1. Even though you may feel under pressure, you must get yourself and your own perceived needs off your mind. If we come from a place of neediness, then our practice building efforts will feel difficult and soul-destroying.
When you come from a place of wanting to be of genuine service there is no pressure because your thoughts are not on you. They are on what you can do for someone, and it feels good to help people.
2. Opportunity is everywhere, all the time. You are infinitely creative, and you have an unlimited capacity for new ideas. Feeling insecure and uncertain is what prevents us from seeing opportunity. Yet in mental clarity your mind becomes open and receptive.
Steve Chandler, in his wonderful book ‘Creator’ wrote:
“When an aware person (someone who knows and realises that they are creative energy itself) notices that the sales of their services have been neglected – resulting in lower income – they simply turn their light (creative energy) towards the sales process.
Whatever you give your attention to grows” is not just some positive slogan – it’s how the world actually works.“
PS. Do you want to know more about seeing opportunities? Click here.
