Why Money Can’t Buy You Like

As Lennon and McCartney wrote a half century ago, money can’t buy you love. But in today’s world, where people have come desensitized by ad campaigns and marketing slogans , that maxim needs an update: money can’t even buy you like.

That’s because we’ve entered the ‘Relationship Age’ where the only path for financial planners seeking long-term success is to create authentic customer relationships. Not through old traditional marketing. Old traditional marketing is: interrupting your clients with whatever they are doing. You are disturbing your clients by shoving them your marketing message under his nose.

Before I’ll tell you how te create authentic relationships with new marketing, let me tell you why I think we are entering ‘the Relationship Age’. Here are 4 reasons:

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2 How Vital is Innovation for a Thriving Financial Planning Industry?

Healthy competition is inspiring indeed. It encourages you to perform better than the others to succeed and survive. Well, same applies for the financial planning industry too. If you’re a financial planner, then don’t assume that you’re the sole ruler of the industry. You need to be more innovative and communicative with your clients to survive the tough competition and get a hold of your own. This will not only boost your standing as a financial planner and the industry will also prosper.

How a financial planner may go innovative?

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5 How to Tell Your Most Important Story and Gain Trust from Your Clients in 5 Minutes

 

Picture this: a new client made an appointment with you and comes to see you in your office. So you think: “This client has a financial problem that I probably can solve.” You’re right. But be aware, your client has another problem first. He doesn’t know if he can trust you. So the question is: how do you let your client know that he can trust you, without you saying: “Don’t worry, you can trust me”.

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2 10 Essential Aptitudes Financial Planners Mostly Don’t Use

In my previous blogpost (A Vision Of The Future of Financial Planning in the New Age) I explained why you have to master right brain thinking to succeed in the new relationship age. It’s necessary to complement our logic (left brain) reasoning by mastering 10 essential right brain aptitudes. Together these 10 aptitudes can help develop our profession this era demands.

And help you to be successful.

 

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3 A Vision of the Future of Financial Planning in the New Age

Many financial planners don’t know how they should prepare for the future. They see a rapidly changing world. Large companies in the financial service business with innovative websites, offer free financial planning tools for their clients. With those tools they are apparently a threat for financial planners. As a financial planner you are faced with a dilemma. Do you accept these changes and choose to embrace the fast changing digital world, or not? Where should you focus on? How do you prepare yourself for the future? Questions you can answer easily if you know where you are going. Do you have a vision? The following blog shows you how to prepare for a rapidly changing future.

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6 Top Client-Priorities A Financial Planner Should Know

Many financial planners are at risk. They think that they fullfill the needs of their clients by showing the numbers of their financial plan. “The figures should be perfect. It’s in my clients best interest that he sees this”. The numbers are often a priority of the financial planner. Mostly outof compliance-considerations. But also because the planner thinks he’ll persuade his client with those numbers.

The question is: are the numbers also the priority of your customer?

If this isn’t so, you’re taking a huge risk. Your client can doze off when you are presenting the numbers. I believe that your customer has 6 priorities. Do you know them?

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1 What Most Financial Planners don’t Realize about Their Clients

Most people hire a financial planner because they have a problem. A problem that you have to solve for them. Many financial planners think that their client only wantw their advice. But your clients also have another problem. If you ignore that problem you’re missing a huge opportunity. Chances are that you don’t take this into account. You should. Because you can miss sales if you don’t.

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The Art of Asking

We live in a world were trust for financial services isn’t what it used to be. Since the start of the crisis in 2008 it’s only about bonusses, greed and abuse. Abuse of trust I mean by that. When people purchased a financial advice or product, we didn’t bother to tell what the costs were for our clients. So, in the mind of our clients advice is for free. While we were earning lots of money with commissions, kickbackfees and other untransparent revenues, people thought it was all for free. Now, times have changed. Commissions and kickbackfees are history. And people don’t trust us anymore. Now, we have to ask our clients for their money. So they will buy our advice (while at first people thought it was for free). That’s pretty difficult when people don’t trust us. So, how are you going to make people pay for your services while people don’t trust you? The answer is: you don’t make them, you let them. Watch this TEDtalk from Amanda Palmer, and you’ll see how you let people pay for your services.

1 Why Automation Changes The Role of The Financial Planner. And How You Can Benefit Because of That.

When I was a kid my parents gave me this advice: get good grades, go to college and pursue a profession that delivers a decent living. If you’re good at english and history, you should become a lawyer. And if you are good at numbers, become an accountant. Later I became a financial planner. I guess the numbers had something to do with that. And if I were to be successful in my profession as a financial planner, there was only one thing to do: get my CFP (or in Holland it’s the Master of Science grade). Professor Peter Drucker gave these professions a somewhat wanky name: knowledge workers. “Knowledge workers are people who get paid for putting to work what one learns in school rather than for their physical strength or manual skill”, according to Drucker. Compared to the time when I was a kid and today there has been a major change in the supply of knowledge and information. Which has an underestimated impact on the role of the financial planner. Continue reading

One Simple Reason Why You Want To Start The Conversation

When you’ve ever followed a training on your interview skills, one of the most heard techniques is that you should use open-end questions that encourage more than one-word answers. This gives people an opportunity to further explain themselves and adds color and texture to their personal story. And that gives you the opportunity to ask depth questions to come to know more of the goals of your client. Which is the basis of your financial plan. There’s just one problem you may encouter. When people meet you for the first time, they are mostly not eager to tell you their whole story. Why? They don’t trust you yet. Continue reading