Trust. Above all your clients want to trust someone. When you first sit down at the table they want to trust you. I work every day to help advisors build skills that lead to trust. In this post I reveal the details behind building trust.
Clients Want to Trust You
Clients will trust you if they feel confident that you are
- professionally competent
- not going to steal from them
- consistently put their interests ahead of your own.
Clients Want to Achieve Their Goals
Clients expect a financial services professional to help them:
- live comfortably on the money they earn
- retire securely
- be remembered fondly
Clients Want to Have a Great Experience with You
The best way to a great experience is to communicate in a way that lets the prospect know;
- that they are being understood; specifically their opinions, preferences and priorities
- that you respect their time, including the pace at which they want to move the process and the discussions of the kinds and amount of information they want to know
- that the recommendations you make are tailored exactly to their needs and presented to them in a way that they helps them understand exactly how it will help them to achieve the outcomes they want
The Path to Trust
How do others earn your trust?
What do you do now to build trust?
Do you believe the manner in which you communicates either diminishes trust or builds it up?
Did you know we help advisors learn language skills that help them to consistently build trust?
