Tuesday 30 March 2010

In our relationships with our clients, trust is imperative. If your client doesn’t trust what you tell them, or your judgment in a situation, you will not be able to achieve a positive outcome for either of you. Trust can be built through the use of specific questions that “dig deeper.”

Ask questions of your clients that give you a detailed clear picture of their hopes, dreams, and desires. This demonstrates to them that you truly care, and allows you the opportunity to determine how “realistic” their expectations might be.

Have a conversation with them about what they are looking for in their relationship with you. How would they measure success in their relationship with you?

Ask about their financial successes – and failures – and what they learned from both.

Find out where their personal interests lie. Do they enjoy certain sports, volunteering in service to others, travel, etc.

What changes do they anticipate in their life in the next 5 years? 10 years?

Do they have a retirement plan, and if so, what is it? How can you help them achieve it?

Trust is only built through sincere, consistent, open communication. Resolve today to start building trust with your clients!


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