The Client-centred Blog

Do you hate selling financial planning? Discover the two shifts that change everything

Do you love working with your existing clients but hate selling financial planning?

If so, you would not be alone. Yet rather than enduring this essential aspect of being a financial planner what if you could learn to love what is often perceived as the hard part?

If this is you then read on to discover two shifts that can change everything.

Why do people hate selling?

When I think back to the amount of stress, I used to have around selling my services I was convinced that those feelings came from the process of selling.

I thought selling was inherently difficult because it brought up feelings such as fear of rejection, apprehension, dislike, disappointment, and discouragement.

It was no wonder I felt a lot of resistance!

Sales training often has it back to front

So, to try and overcome my fear and improve I invested in sales and influencing training.

However, I began to realise (slowly!) that much of the material made selling more difficult not easier.

The language being used around it such as prospecting, objection handling, and closing seemed dehumanising. It treated selling as something you do ‘to’ someone and this did not feel good to me.

Also, a lot of sales training has it back to front because you are taught that serving your client only comes after they have started paying you. Therefore, the whole process was about getting someone ‘over the line’.

I think this is why selling can be perceived as manipulation, trickery, or even adversarial by many people. 

Yet now I enjoy selling as much as much as working with existing clients. I have helped many financial planners and advisers make this change too.

What shifts your relationship with selling?

I found there are two fundamental shifts that give you a whole new way of experiencing the process of selling financial planning.

1. Understanding the role of thought 

Selling cannot make you feel bad (or good for that matter). Even though it may seem that way. 

Why?

Because the human mind only works one way – from inside to out. This means that you feel your thinking about something, not the thing directly. 

If you have disempowering thoughts about selling financial planning these are not reliable or even true information about the process of selling. And once we begin to realise that thought has no power to affect our lives, we can let thoughts pass through our minds as though they were simply a passing cloud.

Amy Johnson in her wonderful book, ‘Just a thought‘, insightfully points out:

“It doesn’t occur to children to try to change their feelings, and we remark how resilient they are, how quickly emotion moves through them. It works the same in all of us when we don’t interfere.”

2. Selling is serving

One of the most helpful realisations I had about selling was that I could serve people straight away and not wait until they paid me.

Financial planning lends itself perfectly to this.

The most powerful element of financial planning is the conversations you have with your client. For instance, these can include a rich exploration of:

1. What is most important to your client

2. What they want more of and what they want less of in their life

3. Clarifying their goals and outcomes

4. What immediate steps they can take towards what they want

5. What could stop them and removing these potential roadblocks

So, instead of talking about financial planning in a conceptual way with a potential client, you can create an engaging experience right from the very beginning.

One of my coaches had a brilliant way of thinking about selling. He said:

“Go and have conversations with people and make those conversations so valuable to them that some of those people will pay you not to stop.”

By focusing on serving someone and creating value I guarantee you that this will transform your experience of selling and your results.

P.S. A core skill that also contributes to selling becoming an enjoyable and more productive process is listening. Click here to discover the 5 steps to becoming a better listener.

Facebook
Twitter
LinkedIn

Leave a Comment

Related articles

10 powerful ways a financial planner can deeply serve clients from the first moment
How can you begin to deeply serve a client from the very first moment? When meeting with a potential client there are likely to be at least three important questions on their mind: 1. Do I like them? 2. Can I trust them? 3. Can they help me?
The 12 Client-centred mind shifts - part 3
Have you ever considered what creates the very highest value for your financial planning clients? I am going to suggest it is not, important as they are, the financial arrangements you recommend and put in place for them. No. It is their own mind shifts.
The 7 secrets of thriving in a long-term financial planning career
It seems to me that many people lose their passion for what they do, especially if they have done it for a long time. So, what are the secrets of thriving in a long-term financial planning career?
The hidden secret of where you find financial planning clients
Do you want to know the hidden secret of where you find financial planning clients? Most of the advice on how to find financial planning clients is prescriptive. It tells you what to do or where to look. Yet how helpful is this?
What are the three roles of a lifestyle financial planner?
Do you ever find your role as a lifestyle financial planner being overly complex? Would you like it to be simpler, more productive, and more rewarding? If so, this article considers that there are only three core roles of a lifestyle financial planner.
10 career boosting books for financial planners
Why do people's careers stall, stagnate, become mundane, fall short of expectations, and, ultimately, lack the rewards they want? In my experience it is rarely lack of...
Your financial planning fees - why they must NEVER be an issue
This article explores why your financial planning fees must never be an issue with clients. Just recently a financial planner client of mine came to our coaching session wanting to talk about a fee situation with a client of his.
The three types of financial planning client
There are three types of financial planning client you can build your practice around. And because the three types are defined by what the client values, it can make a massive difference to the quality of your business.
Financial Planning clients for life - the one thing you MUST do
Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. What is that one thing?
How to get financial planning clients - the only way I know
Financial planning is not a commodity. It is experiential and conversations are right at the core of this.
The best prospecting advice for financial planners
Why do some financial planners seem to effortlessly find clients whilst others experience growing their practice as a constant struggle?
What does it really take to 10x grow a financial planning business?
There is a critical factor in growing your financial planning business that is often misunderstood.
Can coaching for financial planners really help your career?
Why are an increasing number of financial planners choosing to work with a coach? Is it something that could help you accomplish your most important goals and realise more of your potential as a financial planner? Read on to discover why coaching works...
Financial planning relationships - how to add massive long-term value
No matter how long you have known your client what is the secret to continuing to add massive value? Imagine when you first meet a new client and the early period of your relationship. In the beginning...