Client Conversations & Meeting Process
Helping advisers build credible conversation and meeting processes because the quality of their conversations determines the quality of a financial adviser’s career.
The level of client outcome and therefore satisfaction is dictated by the level of your client conversations. Outcomes come from actions; actions come from thinking that stirs emotion. The better the thinking, the better the outcome. The better the adviser’s conversational process, the better the client’s thinking.
Whether it’s a first meeting, a conversation with a business owner about expenditure, or a discussion in the realm of estate and legacy planning, your process will be key.
There’s no such thing as a great question. It’s what the adviser does after asking it—building a safe space where people can think in a way that generates emotion—that gives a question its greatness.
In the era of AI, where traditional areas of financial advice will become ever more commoditised, your ability to have memorable conversations will be key.
Advisers aren’t taught these skills correctly through traditional professional development, which is why the evidence shows they’re not as effective at motivating client action as they should be.Testimonials
Dave Hulland - Financial Planner, Foster Denovo
“Since having sessions with Paul, I have a repeatable meeting structure that allows me to help clients so much more than before, in a repeatable format and in an efficient manner. What’s more, I now have a better idea of why my meetings go well, and why some feel mediocre.”