Why Your Clients Really Want To Be Influenced Even If You Don’t Think So

Imagine that girl in fifth grade.

The one you really like, that special one. You’re having eye contact for a while now. Mostly at lunchbreak.

You want to talk to her, but you don’t know what to say.

But one day you finally got yourself together. You finally got the guts to walk up to her.

You are standing in front of her. And then you say:

 

 “Hi, I’m ……., I am 16 years old, I have one sister, I live in Amsterdam and my dad is a teacher.”

Now the girl – who happened to like you too, and is really hoping that you are going to ask her out – is a bit dissapointed about your approach.

Why?

Because she doesn’t want to know all this information. What she does want to know is that one thing: does he like me?

She doesn’t want to hear about all the information about your family. That’s noise.

So what if you said something like this: “Hi, I like you”.

The girl would think: “YES, thank God, now I know!!”. Why? Because you are answering that one important question she has. She only wants to know if you also like her. What you probably unconsciously are doing when you say “I like you” is that you are influencing the girl. You appeal to her right brain.

Now, imagine yourself talking to your clients. Are you really saying the things that makes your client think “YES, thank God, now I know”? 

Using your right brain to influence

You often get tips from me about using your right brain to advance client relationships. It’s the most powerful way to connect to people. Because the right brain is in charge of emotions and the gut feeling. When using the right brain you can even influence the client’s decision to go in business with you. Which often is the start of a great relationship.

What I hear from other financial planners is that they wonder if it’s ethical to influence your client’s decision. They rather leave it at informing their clients. Like the boy did when he approached the girl and said he lives in Amsterdam.

The truth is that your clients hate it if you are NOT trying to influence them. Even if it feels really unnatural to you to influence them.

They find it pleasant if you are trying to influence them and drive behaviour. There are 3 reasons for that:

1: Clients talk to you because they want to do business with you

Clients don’t come to you for small talk. They aren’t at your office to return to home. For example because you weren’t able to convince them or if you didn’t let them feel how painful their problem is.

Financial planning is not often something people consciously choose to do. They don’t know if it’s valuable to them.

Yet.

While you know it most definitly is valuable for your client. Financial planners often make the mistake to say things like “helping to achieve your goals in life” or “take care of your finances”.

When you say things like this, you are sending information. And already offering the solution.

But that’s not what people relate to. What they want is that you understand their problem.

2: Clients expect you to help them make the decision

What clients expect from you is that you as a financial planner do everything to convince them. So that they are all ready to make a decision. For example to do business with you. Or to invest in a financial plan.

Hesitation is something your clients really, really hate. It costs time, money and energy. But you must know that every client hesitates as long as he hasn’t decided yet. Some people are major doubters and others are not. But every client doubts.

So it’s obvious that clients need help when they need to make a decision. Because this hesitation won’t go away by itself. Smart financial planners know that. They see it as an important task to help their clients make a decision. By removing doubts and eliminating resistances.

The best way to make your clients decide is by influencing his right brain. Then he is pursuaded to do business with you. That’s not only pleasant for your client. Your client also wants this.

3: Clients want to be understood

Successful financial planners always do one thing very good.

They let their clients feel that they know what their clients want.

The financial planner knows their problem and has the perfect solution for that. That goes not only for financial planners but for every successful entrepeneur. Even if you sell wine, IT-services or run a holiday resort. Clients are attracted to you if they feel you understand their problem.

Don’t let your clients think

Feelings and emotions are part of your right brain. If you want to make your clients feel that you understand them, you have to appeal to this part of their brain. Convincing with facts, numbers and logica that makes your clients think, won’t work. Remember the boy in fifth grade.

So don’t make the mistake that many financial planners make: convincing your clients by only giving numbers, information, and rational explanations to your client’s left brain.

If you want to know more about how to connect with your clients, I’ll send you the 10 Triggers You Can Use To Really Connect with Your Clients.  All you have to do is to answer this question:

What is your biggest problem to get your clients to act?

Please, leave your answer here below in the comment field. You’ll receive (within 24 hours) a personal email from me with the 10 Triggers You Can Use To Really Connect with Your Clients.

To your success,

Ronald Sier

If you don’t read the next tip, you might miss the chance to advance your client relationships. All you have to do is fill in the boxes below.

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eye floaters remedy

I wanted something that was efficient at getting rid of eye floaters, that will increase my eye overall health and the majority of all,
a little something free of charge of side-effects.

Thiago Sampaio

it\’s to connect with the right side of the brain

Yvonne

To act on all actions at once – it\’s a process and takes time – you have to walk this journey with the client and be prepared to commit – so I only do this once I clarify the question – mr/mrs Client do you want me to assist you with achieving the best outcome possible as we collectively formulated? And do you accept that only portion of your plan will be achieved if we proceed with part of the plan? … Then I present what only that portion of that part action translates to – that\’s the real influence which then pushes the client to take a step further to just what is comfortable for him/her… Often leading to fast tracking all required implementation actions – whatever they may be… So yes I guide the process with \”fire\” – the consequence – this is not unethical – this is what clients need to know!

Marc

Most difficult is to try to connect with the right brain of my clients…

Jason

A sense of urgency

Rutvij

I am from India.
One, the biggest problem here in India we face is with middle income person, they want help, but they \’don\’t trust\’ easily on financial planner because of finance and investment literacy level in India is very less compared to other developed countries.
Second, people have created mindsets that financial planning or advice are free of cost, why to contact professional financial planner.
How would you answer this two calls?

    Ronald Sier

    Rutvij, what I hear you saying is that there is no rational reason for people to seek advice from the financial planner in India.
    It\’s not uncommon Rutvij. Here in my country (Holland) people don\’t know what a financial planner does. They value our work mostly after the work is done and not before.

    I\’ve discovered that it\’s quite impossible to show your value by giving logical and rational reasons to clients to come to see you for advice. There are none in the eyes of the client.
    That\’s why my message is to focus on the client\’s right brain so that he\’s attracted to you, because he wants to.
    It\’s easier said than done.
    Because what it takes is that you should be brave enough to choose.
    I believe you should choose a niche that makes your clients feel engaged, naturally. Tomorrow (17th October) you\’ll receive my new article that goes into depth on this subject. For now, I think that this article https://seebeyondnumbers.com/niches/ articulates best what I mean.
    Hope this helps Rutvij.

Bob Buwalda

The biggest problem is that de prospects want a complete solution for there problem but later on thes say that a specific advice for one of there problems is enough because a complete solution is to expensive.
What do I wrong?????????

    Ronald Sier

    Thank you for your comment Bob. Please consider the following. To help you I\’d like to refer to a one liner from advertising guru David Ogilvy. He once said: When you advertise fire-extinguishers, open with the fire
    What he means by that is that you have to talk about the pain and the problems of your client. And make them worse. This sounds unethical to do. And there are many financial planners who don\’t do this or dare to do this. But remember, your clients WANT to be influenced by you. So compare your solution with a fire-distinguisher. What\’s the fire you distinguish with your client?
    Is this mean? Yes, probably. But I believe it\’s worse to not help your clients, while you have the solution to their problem in your hands. Hope this helps Bob.

Phil

Mnay clients biggest problem preventing them from taking action is the fear of doing something different to what they have done in the past.

    Ronald Sier

    Thank you Phil. I recognize what you\’re saying here. And it\’s quite true. People don\’t like to change. They like to be consistent with the choices they have made in the past. Cause if they do otherwise, they are actually saying to themselves: \”You fool, you made a mistake back then\”. And that\’s hard for people to admit. I wrote something about this in this post: https://seebeyondnumbers.com/6-secrets-successful-financial-planners-use-to-seduce-their-clients-and-make-them-say-yes/
    But it doesn\’t cover your problem for a whole. I\’m making a new article about this subject, so within a few weeks you\’ll be seeing a tip to deal with this. Hope this helps a bit Phil.

Corey

Completely agree. You don\’t want to go to the doctor to just inform you, you want them to give recommendations to better your health.

GUNASEGARAN

To connect to my client\’s life and bring joy and happiness in helping them make smart financial decisions to realize the Goals and Dreams.
As a result my business will grow leaps and bound, at the same time I can share the joy and happiness with my clients.

Ernie Vorpahl

Besides the selfish ambitions (earnings, free time, etc), my true ambition is to help clients achieve their goals and navigate them through things they would not or could not do themselves. There\’s nothing more satisfying than that.

Suresh K Narula

Awesome and really insightful.

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