![\"Risk](\"https:\/\/riskinfo.com.au\/news\/files\/2017\/02\/Chris-Unwin-2.jpg\")
<\/a>Within the context of the adviser seeking to improve their conversion rate of turning prospects into clients, Unwin says the answer to this challenge lies in the adviser firstly understanding their primary role as a person’s financial planner, and that this primary role can be defined in a single word.<\/p>\n
In his workshops, Unwin often asks advisers which single word best describes their primary role: “…the most common responses I get are ‘coach’, ‘educator’, ‘adviser’ and ‘helper’, all of which are understandable and they certainly form a part of what we do for our clients.”<\/p>\n
Unwin, however, challenges his peers to consider that the best single word to describe their primary role is ‘facilitator’.<\/p>\n
…I was always quite clear on what my primary role was for my clients<\/h6>\n
“From my very early days in the business, I was always quite clear on what my primary role was for my clients, and that was to make it as easy as possible for my clients to make the right decisions for their financial future, and these decisions were seldom \u2018rocket science\u2019. Therefore, I believe that the single word that best describes our primary role for our clients is ‘facilitator’, which is derived from the Latin word ‘facile’, which means easy.<\/p>\n
Unwin told riskinfo this single-word definition of facilitator has become even more relevant in today’s consumer world in which prospective clients can access large volumes of information but still need an experienced financial adviser to assist in distilling the information they collect in order to assist or facilitate their path towards an appropriate investment or insurance solution.<\/p>\n
While Unwin accepts his peers may hold different views in terms of a single word that best defines their primary role, he says that his own successful career as a risk-focussed adviser has been grounded in shaping his own approach to prospective and existing clients around his role as a facilitator.<\/p>\n
Riskinfo will release an extended article from Unwin in the March edition of riskinfo eMagazine, which focusses on helping prospects become clients. Meanwhile, Unwin is conducting a series of workshops during March in each of the five mainland capitals. Click below for further details, especially if life insurance advice forms part of your client proposition:<\/p>\n
Melbourne – March 21<\/a><\/p>\n Adelaide – March 22<\/a><\/p>\n