First Contact

Finesse your first meetings – Part 3

Image of Melissa Kidd
By: Melissa Kidd
Communication Coach
Motem

In this session, we help prospects to identify what their money is for, so that they can fund a fulfilling life.

Finesse your first meeting – Part 2

Image of Melissa Kidd
By: Melissa Kidd
Communication Coach
Motem

Imagine you are just about to meet your ideal client. What are you going to say that will build trust from the get go?

Getting financial planning clients: The fact that gets overlooked

Image of John Dashfield
By: John Dashfield
Financial Business Coach & Author
Client Centred Advisers

Most advice on how to find financial planning clients is prescriptive. It tells you what to do or where to look. Yet how helpful is this?

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Finesse your first meetings

Image of Melissa Kidd
By: Melissa Kidd
Communication Coach
Motem

First meetings are brimming with potential. Some clients will be nervous, some will be confident, some will have no idea about what’s involved or what they’d like their future to hold.

How to politely screen clients

Image of Melissa Kidd
By: Melissa Kidd
Communication Coach
Motem

There can be a lot riding on first meetings. They can be the springboard to a long and fruitful relationship. But they can also be a waste of time.

I Love the First Meeting with a Potential Client

Image of Matthew Aitchison
By: Matthew Aitchison
Managing Director
Clear Vision Financial Planning

I get to meet someone new and find about who they really are; where they are now and what their dreams and aspirations are for the future. I find the stories of other people inspirational. If we can help them live a bigger future going forward, that’s very exciting

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Speak in Your Ideal Client’s Language

Image of Nicola Ellis
By: Nicola Ellis
Director
Wellington Wealth

Once you have established your niche and your ideal client, then you need to speak their language, and capture their attention.

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How to Ask Great Questions

Image of Amyr Rocha Lima
By: Amyr Rocha Lima
Chartered Financial Planner
Holland Hahn & Wills

The lesson here is clear: when asking questions, first aim for the heart, as this leads you on a pathway to the soul.

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Coaching books for Financial Planners

Image of Jan Bowen-Nielsen
By: Jan Bowen-Nielsen
Coach and Trainer of Coaches
Quiver Management Limited

In the questions and comments raised by some of the 2,000 or so people attending the two PFS Power webinars with Chris Budd and Jan Bowen-Nielsen, there were quite a few requests for us to recommend books about coaching.

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Great Coaching Questions

Image of Chris Budd
By: Chris Budd
Chairman
Ovation Finance & The Eternal Business Consultancy

During the PFS Power Coaching Webinars that Jan Bowen-Nielsen and I conducted on 28 January 2020, several people asked, “Can you suggest some great questions?” Here are a few thoughts.

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Financial Planning Meeting – First Contact, First Meeting

Image of Tamsin Caine
By: Tamsin Caine
Director of Financial Planning
Smart Financial, Smart Divorce

Since discovering Lifestyle Financial Planning, Tamsin Caine has believed in it. It didn’t make it any easier to master. She is sure lots of other Financial Planners feel the same.

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The Power of Niche

Image of Adam Carolan
By: Adam Carolan
Managing Director
Xentum

Around five years ago, Adam Carolan noticed a trend in his business: an ageing client base dying or losing capacity and a struggle to engage with the Next Generation.

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Purposeful Preparation

Image of Damien Rylett
By: Damien Rylett
CEO
Brunel Capital Partners

Prior to a first meeting, setting the right expectations in clients’ minds is vital.

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The Client Experience is more than a Six Step Process

Image of Carrie Bendall
By: Carrie Bendall
Head of Content

Broadly speaking, six steps are considered to form the foundation of a Financial Planning process used with clients.

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Positioning

Image of Julie Lord
By: Julie Lord
Chief Executive
Magenta Financial Planning

What a Financial Planner does and two client stories that illustrate the value of what Financial Planning can achieve.

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Client Meetings

Image of Carrie Bendall
By: Carrie Bendall
Head of Content

The number of client meetings and time taken differs from firm to firm as they adapt a Financial Planning process that works for them. By Carrie Bendall.

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Discovery and Planning

Image of Julie Lord
By: Julie Lord
Chief Executive
Magenta Financial Planning

Learn about how to structure pre-appointment letters discovery meetings and planning meetings, and the optimum content.

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