How can you set yourself apart from other financial advisors? What can you do to elevate your business and become a trusted expert in your niche? And most importantly, how can you convince current clients and potential prospects that you are not just an ordinary, run-of-the-mill financial advisor but an outstanding financial advisor that goes above and beyond to ensure client success?
It’s all about connections – connections that establish trust and prove to your clients that you understand their needs, struggles, and concerns. Let’s discuss five steps that allow you to connect with your clients and show you genuinely care.
#1 – Listen and Listen to Some More
Clients want to feel heard. Although the very epitome of your job title indicates that you will talk and advise, you must learn to listen as well.
Keeping quiet at the right moments is just as important as offering recommendations. Of course, there is a time and place to provide your input, but listening is a critical cornerstone of building trust. How will you know what your client truly needs if you don’t allow them to speak?
#2 – Ask the Right Questions
The best financial advisors offer guidance that is personalized and individualized to meet the specific needs and desires of their clients, and asking questions is how you accomplish this objective.
Asking generic questions will only get you so far, though. You close off opportunities to learn about your clients when you ask simple “yes” or “no” questions rather than open-ended questions.
When you ask the right type of questions, you give your clients room to reply with more details. It’s these details that unlock the chance to truly get to know your clients. Once your clients open up (and you practice those listening skills when they do), you will see your financial advising business begin to thrive.
#3 – Focus on the Client
Having plenty of guidance to give is indeed a vital component of being a financial advisor. Yes, you do need a wealth of knowledge and expertise to excel in this career, but the most successful financial advisors cater their advice to their audience.
Gaining trust is not about blurting out everything you know. It’s not about highlighting all your qualifications and outlining every aspect of financial advising.
Instead, you should present information to your clients that applies to their particular situations. Remain client-focused, and as you do, your clients will feel the difference.
#4 – Put Your Words Into Actions
Now it’s time to not just talk the talk, but walk the walk. Clients might come to you in a state of confusion, not knowing how to accomplish their financial goals. They may be nervous about their financial security and feel stressed about what the future holds. After all, most adults feel anxious about their finances at some point in their lives.
It’s your job to convey to your clients that you understand their worries and can address their concerns. Remember how you’ve been listening more and talking less? Strive to put your clients at ease by providing a personalized approach to their specific financial matters.
#5 – Communicate
Creating a healthy relationship with your clients takes dedication and determination. Financial matters are not resolved overnight.
No one wants to be ghosted, and no one wants to be left wondering what’s next. Follow up with your clients. Be the first to communicate instead of waiting on them to reach out.
Being a financial advisor is about offering consistency amidst the chaos of this world. You need to have an open flow of communication with your clients. You need to be readily available, and you need to continue to show up time and time again.
A Cycle of Care
Financial matters are a journey, and working as a financial advisor means you join the journey and walk the path of those that are seeking financial security. You have the wisdom they need to succeed, but how you impart that knowledge is what turns you into a trusted source.
Clients have unique stories to tell, and you won’t know their struggles unless you make it a priority to discover them. You enhance your abilities as a financial advisor when you actively listen to the struggles and fears of your clients.
Utilize the time you spend with your clients to have meaningful and productive conversations. Learn what they find important and what they hope to achieve with their money.
Then when you think your job is done, retrace your steps and go back to the beginning. Becoming a sought-after financial advisor is all about providing this type of care again and again as the needs of your clients change and evolve.
You can also further your career by seeking the help of a financial advisor sales coach. If you want to grow your business, consider participating in top financial advisor coaching programs where you can gain new skills and expand your viewpoints.
What it all comes down to is whether your clients feel like they matter to you. Make every client feel like they are your only client, not just another item on your to-do list. Showing you care takes work, but that extra effort is what will set you apart from your competition.
Stand out as a financial advisor by connecting with clients through active listening and personalized advice. Demonstrate commitment through actions, ensuring consistent communication. Understand clients’ stories and goals, avoiding unnecessary jargon. Continuous improvement and genuine care set you apart in the competitive field of financial advising, making you a trusted source.