To Give is To Get: 3 Ways to Offer Value to Clients and Prospects

The saying “to give is to get” should be attributable to many aspects of one’s life and it rings true no matter what industry you work in. Giving of your time, energy, integrity, empathy, expertise and advice are just a handful of ways in which we also receive.

Martin Luther King, Jr. said it best when he said, “Life’s most urgent question is, what are you doing for others?” So ask yourself, am I giving enough? Am I giving my all to prospects and clients and truly ensuring I’m making a difference in their lives? Or, am I coasting through my days, weeks, months and even years doing just enough to get by?

One way to determine your answer is to consider what you are getting from your business. Are you satisfied with the type of business you have? At the end of a day do you feel like you have gone above and beyond to assist your prospects and clients? If you are not getting enough from your business and you cannot answer yes to any of those questions, then it’s time to evaluate and find a way to give more to your business and to those you can affect each day.

Let’s take a look at ways financial planners can offer value to client and prospects, in a manner you might not have previously thought about.

1.) Give of Your Time

Time is a precious commodity and the best way to give of your time is be in control of it by creating structure to your activities and ensuring you have tools to manage interruptions. If you don’t incorporate these items, you’ll end up being reactive every day rather than productive.

Chuck R. is a financial planner client of mine who after only five years felt burned out because he was constantly putting out fires. After learning about two of my time management coaching tools, including a framework for building structure and another that helps planners prioritize tasks and handle interruptions, he was able to double the business he did in only one year and then doubled it again the following year. By being responsible with his time, he was able to devote more of it each day for communication and outreach with his clients. A win, win.

2.) Give of Your Energy

Energy can be a hard thing to offer up sometimes. There is much research that has found that if you can keep the energy flowing, you will experience greater satisfaction in your endeavors. Sandra P., a veteran financial planner client of mine, decided years ago to open her own charity to help underprivileged girls in Africa.

Each year she puts on an auction called “The Power of the Purse” which auctions off purses that are owned by celebrities. Last year’s event raised $40,000! By finding energy to volunteer, assist in your community, mentor a student or a new colleague or by donating your energy for a worthwhile cause, you will feel fulfilled.

3.) Give of Your Integrity

Integrity is a must as a character trait—even more so when you are entrusted with someone else’s finances. Telling the truth even when it lends itself to a challenging conversation, explaining every detail, benefit and risk of a product or recommendation and educating prospects/clients are all key foundational facets for our industry.

Tom C. a coaching client of mine, never wanted to mix friendship with business so he had never offered his friends or even his acquaintances an opinion on their investments.

That is until we discussed why this was a mistake. As a result, Tom has now done countless reviews for those he knows for free and has shared his insight on their portfolios. He made the realization that several of his friends’ plans were taking way too much risk. His expertise has value. Giving of that expertise to those he cares about is a give that has a return that cannot be measured.

Why Giving Works

Giving gives our lives purpose and it feels good. If you are sensing that something is missing in your life, look for ways to give to others, you may be surprised at what you get in return.

If you are ready to take your business to the next level, schedule a complimentary 30-minute coaching session with me by emailing Melissa Denham director of client servicing.

Daniel C. Finley is the president and co-founder of Advisor Solutions, a business consulting and coaching service dedicated to helping advisers build a better business.

Categories: Business Development, Career Development | Permalink.

Deixe uma resposta

O seu endereço de e-mail não será publicado. Campos obrigatórios são marcados com *