The Client-centred Blog

Do you want highly motivated clients?

Clients are motivated by what they see as do-able

Working with highly motivated clients makes your life so much easier and your work far more rewarding.

Do you want financial planning clients that are…

*Highly motivated to work with you?

*Always follow through on the tasks that you need them to do?

*Take the actions necessary to achieve their goals?

Rather than these being qualities that some people have, and others do not, it is far more useful to realise these are things that you, as the financial planner, can facilitate within a client. 

Part of the key to highly motivated clients is not about you motivating them, but encouraging self-motivation. You help them to find their own reasons that motivate them into action.

If you can help clients to explore what is important to them, mostly by asking questions and listening carefully to the answers, then this becomes far easier.

Asking the right questions to create self motivated clients

Let me share an experience that had great impact on me. 

The late Johnny Carson was a well-known American television host who had his own show, ‘The tonight show starring Johnny Carson’.

Going back many years I remember watching one show when one of his guests was ‘America’s top salesman’. The guy came on and Johnny said, “So, you are America’s top salesman. Sell me something then!”

The guy thought for a moment and then said, “Well, what do you want me to sell you?”

Johnny looked around and his eyes fell upon a decorative ash tray on the table. So, he told the guy to sell him that.

The salesman said, “What would you want that for?”

Carson gave a couple of reasons and the guy said, “Why else would you want it?”

Carson had to think but he came up with another reason.

The guy then said, “And what might you expect to pay for such an item?”

Carson thought and said, “Maybe $25”.

The salesman said, “It’s yours!”

What I thought was fascinating was that he did not try to entice, convince, or persuade Carson of anything. All the guy did was ask questions and listen.

And here is the thing…

You cannot motivate another person; you can only create an environment in which someone becomes a highly motivated client.

Why is this?

Because people are motivated by their own reasons and not our reasons (Thought leader Daniel Pink has some very interesting things to share about motivation – click here to view a short video). 

Therefore, as the financial planner, your primary job is to help a client explore and discover what is most important to them.

In my coaching practice when speaking to an existing client or someone completely new I want to know what they want.

So, we spend time exploring this and sometimes I will ask:

Is this THE most important thing we could be working on for you right now?

And if it is not then we explore what is. 

Just this week I chose not to work with a business that I had made an enquiry to. Why did I not want to work with them in the end? Because they did not listen to me. Their representative assumed what was important to me and tried to get me to act for his reasons, not mine.

This is the most basic of errors.

The next small step

When it comes to taking action, clients are far more likely to become self motivated by what they see as do-able. 

How do you know what is do-able for someone?

Ask questions, listen, and test their level of commitment. If they are reluctant to commit, then make the action smaller or re-establish what they want.  

The nature of motivation is that you feel it after taking the action and it builds from there. This is why the next small step is far more important than something bigger that looks like a good idea but ends up fizzling out.

P.S. You cannot ever want something for your client more than they want it themselves. Being unattached to the outcome is what makes you highly effective at listening and asking questions. Why is it important to make your client conversations inherently valuable? Click here to find out.

Facebook
Twitter
LinkedIn

Leave a Comment

Related articles

The 8 keys to inspiring financial planning meetings every time!
There are specific and predictable keys that result in inspiring financial planning meetings every time. And by paying attention and making consistent progress with each key, you are: 1. No longer leaving the quality of your meetings to chance. 2. Raising the bar to an exceptionally high level. In this article I list the 8 essential keys that contribute to an inspiring, repeatable process.
The 12 client-centred mind shifts - part 2
You almost certainly have clients that are worried about their finances, what might happen in future, and if they are doing the right things. We are living in challenging times. Some advisers avoid their clients at times like this. They don't want to tell them their investments have gone down or be faced with having to explain themselves.
The most powerful two word financial planning question
This articles shares a two-word financial question that can significantly increase the value of financial planning for a client. It is also be great for opening up new business opportunities too. So, let me share how I was inspired to write this post.
Top 10 ways to capture and keep your financial planning client’s attention
To make financial planning meaningful and a good investment for your client it requires them to be fully engaged and do their best thinking in your meetings. Yet we also live in a society where an ever-increasing number of things are competing for our attention. People have shorter and shorter attention spans. So, how do you capture and keep your financial planning client’s attention?
Top 10 coaching books for financial planners
If you are doing genuine financial planning where you are helping your client identify and accomplish their goals and live the life they want then coaching them is a necessity. After all, life is full of distractions and people come off track all the time. For example, people can lose focus or their sense of purpose. From time to time they may feel discouraged, disheartened, or overwhelmed.
How to run magical financial planning review meetings - every time
When a client relationship is new it will feel fresh, engaging, and there will often be a lot to do. You are getting to know your client, they are getting to know you, and important issues are being dealt with. But how do you keep financial planning review meetings fresh, insightful, and inspiring, year after year?
The right way to set financial planning goals
In this article, you are going to discover how to help your clients set financial planning goals, the right way. You are also going to learn the difference between healthy and unhealthy goals and how this makes a massive difference to your client’s level of motivation, inspiration, and enjoyment of life now.
Highly effective rapport building for financial planners
A deep rapport with your client is the foundation for a productive, profitable, and long-lasting relationship. Therefore, being highly effective at quickly building and maintaining a deep rapport is an essential skill for financial planners.
A simple guide to influencing financial planning clients
Do you want to become more effective at influencing financial planning clients? In this simple guide I explore one of the most crucial factors of influence you can apply immediately for better results.
One of the best financial planning questions and how to use it
Often, the best financial planning questions are the ones that help a client to open up and think more deeply. Why is this important? Because the impact of your financial planning and advice is directly correlated to quality of the information you gather from your client.
Should you take notes in a financial planning meeting?
What is the right approach to note taking in financial planning meetings? This is a question that often comes up in my coaching programmes with financial planners. So, let's take a closer look.
4 ways to create massive value financial planning meetings
How to do a brilliant financial planning fact find
Doing a brilliant financial planning fact find underpins everything that you do for a client. It is what differentiates you from other financial planners and is a golden opportunity to build exceptional relationships and provide massive value. But there are also two very different elements to fact finding.
The hidden secret to high-impact financial planning meetings
Do you want to have your financial planning meetings be high-impact, high-engagement experiences for both your clients and you? Of course! We all want this, don't we?
5 steps financial planners can take to becoming a better listener
As a financial planner what value is there in becoming a better listener? Is it worth your time, effort, and focus to improve? This article explores the value of deep listening and 5 practical steps you can take to immediately become a better listener.
Asking essential financial planning questions: the ones that no one else thinks to ask
This article looks at an important aspect of asking financial planning questions that often get neglected. Often, financial advice is triggered when something happens or is going to happens in a client’s life. For instance, the sale of a business, divorce, or an upcoming retirement.
How financial planners can build instant trust with clients
As a financial planner building instant trust with clients is one of the biggest obstacles you will need to overcome. This article looks at a different yet highly effective approach.
What is the most important financial planning question of all?
Do you want to have greater impact with your clients, create more value, and escape the diminishing world of transactional financial advice? If so, there is an important financial planning question.
Presenting your clients financial plan - the key to success
How to get more financial planning referrals
Would you like to generate more high quality financial planning referrals?
Great people skills - in an instant!
Is it possible to have great people skills in an instant?
How to ask great financial planning questions
Asking great financial planning questions is the bedrock of gathering the information you need to create a highly compelling plan for your client.
Why is your financial planning practice culture the key to delivering exceptional service?
Are you committed to delivering exceptional client service? If so, employees who genuinely care, communicate well, and take responsibility are the key. The foundation of this resides in the business culture you create.
Are your financial planning conversations too nice?
What is the difference between a financial advisory conversation and a financial planning conversation?
Should Financial Planners stop talking about retirement?
Why should financial planners choose their language carefully in their financial planning conversations with clients?
Understanding your client’s world – key number 1
Financial Advice is so often delivered in very unimaginative ways that has little difference to how the majority of practitioners deliver it.