The hard conversations are always the most important. Have them anyway.
In our industry, sometimes we’re the bearer of bad news. Perhaps we may have to tell them that they’re way behind in their retirement planning or that the primary breadwinner is uninsurable leaving the family under-protected.
There are a lot of emotions surrounding these topics, and we need to recognize that it is painful for clients to have these conversations. But it doesn’t mean we should ignore them.
If you consider yourself a “coach” of sorts, I hope you’ll appreciate this analogy.
Consider a sports coach (pick the sport of your choice). The coach is not there to do what the athlete wants. The coach is there to inspire and challenge the athlete to push themselves to be better/faster/stronger and achieve greatness. They both have the same goal, but one knows HOW to get there, and the other must WANT to get there.
Do you have that type of relationship with your clients? Do you have the hard conversations even though it’s uncomfortable? Do your clients trust that you have their best interest at the heart of everything you do with them (even when it’s hard)?
I challenge you to push yourself to earn the trust of your clients so you can push them to their greatest potential. You’ll be grateful you did – and they will too.
Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.
Ready to get started? The ProFeds Bootcamp is where all of the magic begins! This training program is limited to the first 10 financial professionals who qualify, so reserve your seat today! CLICK HERE for details about our next available class.
About the Author: Chris Kowalik, founder of ProFeds, is the industry’s leading business coach for financial professionals who specialize in working with federal employees. She is a frequent speaker for financial services firms and federal agencies throughout the country.