Industry news and views from Panacea and our partners.
John Dashfield, Dashfield Coaching & Development Ltd_
Deep rapport and why it matters
Rapport is the presence of harmony, trust, and cooperation between people. It is like the oil in the machine of a relationship without it things will soon grind to a halt.
Do you want more of the right clients?
An area that many advisers seem to find challenging is finding and engaging enough of the right clients. Naturally, there is a great deal of information and advice available in this area, however, if you feel you have diligently tried to find out what to do and yet continue to struggle then this article will help you to unlock the key to better results.
10 ways to capture and keep your financial planning clients attention
Your financial planning clients attention is essential to making the process meaningful and a good investment for them. You want them to be fully engaged and doing 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 clients attention?
Want more financial planning referrals? This MUST happen first
Good financial planning referrals from happy existing clients are one of the best ways to grow your practice. Yet to create a regular and increasing flow of quality referrals there is something that MUST happen first. Let me share a story.
My 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 will often be a necessity.
Are you sharpening the saw?
One thing you cannot fail to have noticed is that during this covid period many people have woken up and consequently are using their time to sharpen the saw.
What they dont teach you at financial planning school
When I became a self-employed financial adviser in 1991, I attended a week-long training programme and I was then expected to go out and make a living.
The little understood power of the present moment
When we truly understand the power of the present moment, then it becomes the most important thing in our life. I learned that to truly connect with others I had to be fully present with them.
The key to successful client presentations
When presenting your financial plan and solutions to a client you want them to be in a highly receptive state and eager to listen to you, dont you?
Clients are not willing to pay fees for financial planning really?
Clients are not willing to pay fees for financial planning! This was the bold claim of a financial adviser in a recent LinkedIn post.
How to sell more financial planning: stop giving advice
Do you want to sell more financial planning and boost your income? If so, then stopping giving financial advice might seem totally counter-intuitive, right? In this article I explore why holding back from giving advice can consistently help you sell more financial planning and serve your clients better.
The healthy way to set financial planning goals
In this article, you are going to discover how to help your clients set financial planning goals, the healthy way. You are also going to learn the difference between healthy and unhealthy goals and how this makes a massive difference to your clients level of motivation, inspiration, and enjoyment of life now. Helping your client to set healthy financial planning goals is right at the heart of effective financial planning. So, what is the structure of a healthy goal?
The inner game of trust
Many people experience a great deal of insecurity around money and feel apprehensive when faced with talking about the future. Therefore, engaging the services of a financial adviser is not something that most people will take lightly. From an advisers perspective gaining sufficient trust to have clients engage with them at a meaningful level is almost certainly the biggest obstacle they will have to overcome.
Being is the new doing
No problem can be solved from the same level of consciousness that created it. Albert Einstein In this wonderful age of information, gadgetry and technology you might imagine that we would all be exceptionally productive and, importantly, happy and satisfied with what we get done.
The secret to getting more financial planning referrals
Would you like to generate more high-quality financial planning referrals? The secret is in creating the right conditions where you get more referrals, even before asking. Dan is a financial planner whose primary business goal was to build his practice and increase the number of clients he serves. However, the process of finding and bringing on new clients was far slower than he would have liked. One of the ways his frustration was showing up is that he was suffering from what is called shiny object syndrome.
The key to 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. In this article I share a whole new understanding of building rapport that can help you deepen any client relationship and create better outcomes, for both your client and you.
A powerful financial planning question 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.
How to successfully sell financial planning.
Genuine financial planning is quite different from providing purely transactional financial advice. So, how you sell financial planning is a different kind of conversation too. Would you like it to be easier to sell financial planning engagements? This article explores how.
Better time management for financial advisers and planners
As a financial planner are you as productive as you would like to be? Would you like to get more done, in less time, and with none of the stress? In this article I am going to explore the hidden factor that leads to genuinely better time management for financial advisers and planners.
The 8 keys to doing a brilliant financial planning fact find
Doing a brilliant financial planning fact find underpins everything that you do for a client.
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. When your client can clearly see that your financial plan is going to be an essential part of getting what they most want then why wouldnt they be excited about it?
Financial Planning Power Questions cards
Special announcement: The Financial Planning Power Questions card deck
Why is client well-being increasingly on the agenda for financial planners?
Client well-being is fast rising up the agenda for financial planners. Why is this and is it something you should be focusing upon with your clients?
Where do you find new clients?
What prompted this article was recently reading that 70% of advisers are actively seeking new clients. I know from working for myself for over twenty-five years and working with dozens of my own clients that consistently bringing on new clients can seem one of the biggest challenges in growing a successful practice.
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?
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 purely transactional financial advice? If so, there is an important financial planning question. But it is not a question to ask your clients. Its one to ask yourself.
Presenting your clients financial plan the key to success
You have gathered all the information you need from your client, carefully created their financial plan, and are now ready to present it.
Solve your lead generation problem forever!
I recently saw a post on social media that shared that the biggest challenge faced by advisers is lead generation.
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.
Can coaching for financial planners really help your career?
Why are an increasing number of financial planners choosing to work with a coach?
Should Financial Planners stop talking about retirement?
Could a whole profession be out of touch with a significant portion of its potential market? Think about the people who are reaching retirement age right now.
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 to your financial planning relationships? Imagine when you first meet a new financial planning client and the early period of your relationship.
5 ways to ruin a great client discovery process (and what to do instead)
A powerful discovery process is right at the core of a highly effective and engaging financial planning relationship. The quality of the information gathered from your client sets the tone for the whole relationship.
Financial planning how to have clients sell it to themselves
Should you ever try to sell financial planning to a client? I would suggest that when conversations are conducted in the right way the client will sell it to themselves and you will have no need to convince them of anything.
Dealing with Imposter Syndrome
Do you ever feel like an imposter in your role, that you are out of your depth, will get found out, or do not deserve your success?
How easy are you to do business with?
If you were in conversation with a potential client what is most likely to be the best question you could be asked?
Do you want highly motivated clients?
Do you want clients that are...? Highly motivated to work with you. Highly motivated to follow through on the tasks that you need them to do. Highly motivated to take the actions necessary to achieve their goals.
The 7 keys to inspiring, highly productive client meetings
Several people have mentioned to me recently that they do not find client meetings over Zoom nearly as good as face to face meetings.
The three roles of an adviser
I once had a client who was a top orthopaedic surgeon. We talked about what he did with his working hours and his time was always arranged around his narrow band of expertise.