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Why are people reluctant to make decisions even when presented with clear solutions by an advisor?
Our research shows the number one reason is they lack confidence that they are talking with the right advisor or doing the right thing.
How can you increase their confidence?
#1. Be mindful of your tone in communications. As an example: An advisor wrote and wanted to know why after communicating with one of his best clients they “were upset with his tone.” What was the tone? His follow up email stated, “We will ultimately honor the decision you make, but I strongly encourage you to” …and then rehashed all the points made when they had met in person.
Words like ‘ultimately,’ and statements like, ‘but I strongly encourage you to,’ and saying things like ‘with all due respect’ are not the words that create confidence.
#2. Demonstrate your human qualities. Every generation is looking for an advisor(s) who not only has expertise, but demonstrates their personal values and how they nurture relationships, communicate proactively, and advise.
#3. Prospects want you to be working with people like them. Affluent and HNW people are actively engaging in social clubs and business organizations of likeminded people like never before. From golf, yacht, and pickleball clubs to professional associations and even purpose driven nonprofits. Seventy-one percent of people feel more confident that you can help them IF you are in “their network.”
As a professional you are constantly reminded that you need to have confidence. So, do prospects and clients so they know they are in the right place.