Category Archives for "Fulfill Your Right Brain Potential"

80 Here’s A Remarkable Secret About How Financial Planners Move People To Think Long-Term And Decrease “The Instant-Gratification-Problem”

gratification

Imagine yourself buying something from the internet. How long do you want to wait before enjoying your purchase?

A day, an hour, a minute, a second?

Now, imagine your client buying your financial planning service. How long does your client want to wait before enjoying the benefits of reaching his goals?

Half a century, 25 years, a decade?

In today’s instant-gratification-world, it takes a behavioral shift to move your clients to think about their future.

So, how do you do that?

Continue reading

4 Why Even Abundant Knowledge Most Likely Won’t Be Enough For Financial Planners to Thrive in The New Age (And What To Do About It)

imagination

It has become obvious, in retrospect, that organisations with superb knowledge economy credentials – companies such as Microsoft, General Motors and big Wealth Management Companies, for example –weathered the global economic crisis little better than companies based on the industrial age economics they superseded.

Continue reading

4 Why Every Financial Planner Ought to Serve These Almost Unknown Niche Markets

mermaids

Why consider to serve another niche?

There are a million and one financial planners, advisors, wealth managers or online solutions on the market. The market is so saturated, so why bother launching yet another one?

Before answering this question, let’s go back in time. Where we lived in a world with limited choices and big companies could afford to cast the net wide across the masses. No depth required.

Do you think this tactic works now that the masses have the power to choose?  Where people have the choice to visit your competitor with two swipes? The market of everyone has dissapeared and that’s scary for big companies.

Continue reading

6 Why Meaning is The New Money For Financial Planners

Bob-Lutz

Bob Lutz: 100% inspiration for financial planners

Do you know Bob Lutz? Bob Lutz is the former CEO of General Motors. What does Bob Lutz have to do with financial planning? Don’t worry, I’ll get to it later on. Bob is not the artsy-fartsy kind of guy. He looks and acts like a marine, which he once was. He smokes cigares. He flies his own plane. He once said that global warming was a myth, peddled by the environmental movement. But when the New York Times asked him about how his approach would differ from his predecessors at the time he started as a CEO at GM, here’s how he responded:

Continue reading

Why Freedom of Information Drives 3 Critical Changes and Empowers a Financial Planner to Thrive

Let me tell you a short story before we go in depth. It’s about the new reality of a car salesman. Traditionally, many car dealerships are based on a simple idea: they know more about cars and pricing and profit than the customer does. By leveraging the information advantage, they can sell cars at a higher markup, upsell add ons, etc.

But what happens when the customers know more then they do, when potential customers know about every option, the inventory at every dealer, etc?

This is going to happen to every business, every sector, every level. Also to our financial planning business. When information is set free, does it help you or hurt you?

If it is not helping you, now is the time to act. Continue reading

13 How Financial Planners Engage, Connect and Sell More By Talking Less

shutterstock_94008607 What if you can save at least 60 minutes worth of explanation, reasoning, justification, comparison and analysis in your client interviews? I believe that in the financial planning business there is still a traditional reasoning-centered approach to selling the service. It’s not strange. Most advisors don’t know about the possibilities of right brain selling. I didn’t for 11 years although I continually studied during this period. Are you still using the traditional approach and therefore missing chances to engage, connect and sell more? Continue reading

9 What Matters Most to Your Clients and It’s Not Your Fee, Your Advice, Your Service, Your Knowledge or Your Experience

“I believe that financial planners will be more successful when using their right brain potential”. Actually it’s strange for me to say. I’ve always been a typical left brainer for years. Good at maths, very rational and successful with study. And always focussing on building knowledge. Because when I finished a study I could say that I achieved something. And that’s very tangible. That’s great, because left-brainers love it when it’s tangible.

I also thought that with this knowledge I could help my clients the most. But after reading Simon Sinek’s book ‘Start with Why’ about three years ago, my perspective changed. The book gave me the urge to search my WHY. And I discovered something I never knew before. Since ‘Start with Why’ I’ve read many, many other business books  and found out that almost every successful and innovative influencers (like Seth Godin, Robert Cialdini, Anthony Robbins & Daniel Pink) wrote about the power of the right brain. Since then I can’t stop reading and researching about it. And more important: I’ve applied it in my financial planning profession.

Now, my goal is to inspire other financial planners to believe in their right brain potential. I believe in the importance of the financial planner. Financial planners are by definition highly educated. They have the ambition to reach for the best. And more important: they truly want to help people. Not by selling products. But to give real advice based on what their clients really want. Because financial planners have these strong ambition and are almost always smart people I know financial planners have this right brain potential. When using it right, it’s going to build more profitable and enduring relationships.

To prove it to you I’m not going to tell you a story, influence you with a metaphor or let you see the big picture. In other words, I’m not appealing to your right brain. To show you that what I believe is true, I’m going to appeal to your left brain in this article. Because I know your left brain asks you to rationalize your choice to work on your right brain potential. And therefore it needs facts and numbers. So please take a look at the picture below.

 

  Continue reading