Many years ago, I transformed the way I worked, and it catapulted me from a struggling financial advisor to Top of the Table. It’s a place I’ve been for the last 27 years, and I’m very proud of what I’ve accomplished with my team.
One of the reasons for this big shift in my career came when I took control of client relationships by introducing two rules at the first meeting with all my new clients.
First rule
I tell new clients that the first meeting is to see whether we can like and trust each other, and ultimately whether we can work with each other. That’s the fundamental principle in all human interaction and relationships.
Second rule
Can I help this client? I tell the client, “At the moment, I don’t know whether I can help you or not. What I’d like to do is gather as much information as I possibly can, in confidence of course, and with no obligation. However, the better the information you give me, the better the advice I can give you.”
What I’ve achieved in those two rules are the engagement principles that working together is a joint decision. That’s something we do with other relationships, so why shouldn’t it be the same in a client-advisor relationship?
Then, I empower clients to give me information that will determine the best outcomes. Too many clients get coy about what they’re going to disclose. What I’m saying is, “You are accountable for the quality of advice I give you.” And of course, this is also my opportunity to introduce any other rules I might want to cover before they become objections.
It’s important to remember that the fundamental principles of human relationships also apply to the sales process.
Alessandro Forte is a 27-year MDRT and 27-year Top of the Table member. See more from Forte in the video below.
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