The Leading Minds Academy has released its top ten tips on what not to do during the client interview.
Refreshingly entitled ’10 ways advisers screw up client engagement’, this latest release from Leading Minds sets out what the firm’s co-founder, former AFA Adviser of the Year, Brian Boggs, says are the ten most common mistakes made by advisers during the client interview. Over the last ten years Mr Boggs says his firm has developed an understanding of how advisers ‘… screw up’ client meetings and how they can address these mistakes.
According to Leading Minds, the top ten ‘screw-ups’ made by advisers during the client engagement process are:
- Focusing on yourself
- Talking too much
- Not asking questions
- Asking the wrong questions
- Creating Confusion
- Excluding the real decision maker
- Claiming credibility rather than demonstrating it
- Not speaking the “language”
- Making it difficult to do business with you
- Not recognizing “hot buttons”
Each of these pitfalls is discussed in more detail by Leading Minds, which concludes that once the adviser has identified where the problem lies, the solutions are simple and, when implemented, will enhance the adviser’s credibility and attract quality clients.
