Is trust more important than value?
As you are well aware, the royal commission has put our industry under the microscope. As a result, our conversations with clients are going to get harder, and that’s a challenge all advisers need to be prepared for.
In my business, I often find that financial planners believe that clients know the benefits of having a financial adviser and that their clients trust them, so little time is spent articulating their value and point of difference. However, now that the Royal Commission has put us under the spotlight, proving your value and showing that you are a trusted adviser is critical for new business and retention.
The consequences of this can be far reaching. Not only does it impact the level of trust and confidence a client has in you, but it can also reduce sales conversions and result in missed opportunities to upsell and cross-sell other services.
I will be running a webinar over the next few weeks to help advisers deal with these critical conversations. Spots will be limited so if you are interested in attending; please contact us on the button below.
Are you communicating your value as a trusted adviser?
A sales and service framework ensures that your client communication is clear, consistent and value-driven.
In our Ignite online program, we give you access to a PROVEN sales and service framework that will provide you with the right questions to ask, help you identify your point of difference and provide a clear process around communicating your value.
Available now for $399 for a limited time only!
Are you missing opportunities by not having a more meaningful conversation with your clients?
When faced with the pressure to increase sales it can be easy to focus on generating new business and miss the opportunities to have a deeper more meaningful conversation with your clients and uncover more needs. Upsell and cross-sell should be part of every sales event.
But the truth is there is no easier sale or faster way to increase your income than to go back and explore more with the people who already know, like and trust you.
Could you be increasing the lifetime value of your clients?
TIP – If you take the time to have more meaningful conversations with your clients, you will foster greater trust and find out more details that will help you serve your client better by uncovering more needs like insurance, salary sacrifice or investment opportunities.
Upsell and cross-sell
In our Ignite online program, we give you access to a PROVEN sales and service framework that will help you identify and create upsell and cross-sell opportunities to provide a more exceptional customer service experience and increase the lifetime value of your client.
Available now for $399 for a limited time only!
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