Stop being so NICE. I can’t tell you how many women I have coached and their desire to be LIKED is their biggest hurdle to success. Being nice, warm and personable is definitely an asset as a financial advisor; those same skills allow you to develop relationships with prospective clients faster with a stronger foundation of trust. The problem is you have to learn how and when to turn off Ms. Nice and turn on Ms. Serious.
There are three things that are critical in building a new relationship and turning that relationship into a new client. You must have great interpersonal skills, effective communication skills and be able to demonstrate your expertise in the business. Where most men are great at displaying their expertise in the business and investment world they often lack the interpersonal and communication skills so needed in today’s environment. Women on the other hand are naturally strong in the interpersonal and communication side but often shy away from coming on too strong when presenting their investment know how, a BIG mistake.
While it’s important to be liked prospective also need to feel confident that you can properly manage their millions of dollars. Without having a strong opinion and a defined approach you are denying yourself the ability to actually turn this relationship into business. There are a few things that can help with this process:
- Always have a strong opinion about the markets and a way to validate that opinion; this doesn’t mean you have to give a dissertation but it does mean you have to articulate quickly and concisely where you think the market is going and why.
- Always have a product or strategy that you are excited about and can incorporate into the conversation. Even if you use other client situations as examples you must always be able to present an idea that the prospective client can wrap their arms around.
- You must be comfortable asking about money. Just by asking about their money, how much they have accumulated you are exuding confidence. A financial advisor asking about money is like a Dr. asking about symptoms; it is part of the job. If asking about their money is uncomfortable GET OVER IT.
- Always make a suggestion or recommendation as to what the prospect should consider doing next whether that is meeting with you or even a CPA. You must be able to articulate what you see as a potential problem and let them know loud and clear you have the solution. If they are sharing information with you they will be receptive to your suggestions and advise, step into this place and help them do the right thing.