John Dashfield is a coach, mentor and writer specialising in the financial services sector. He is also the author of The Client-centred Financial Adviser.
John started out as a pensions technical adviser at an international life company. After speaking regularly to many advisers he was inspired to join them and became a self-employed adviser in 1991, and set up his own practice a few years later.
Being a powerful influencer is a vital aspect of your role with clients.
In the first part of our series on selling your advice service with integrity, we Iooked at some common symptoms of feeling under pressure and what is really behind clients having a great experience of you.
Picking up where we left off, another symptom of feeling under pressure when meeting with clients or when trying to win business is neediness.
If you want to build a thriving practice based on getting great results for your clients, confidently selling your services and being an effective influencer are essential skills.
Yet it seems many advisers lack confidence or struggle with selling their services far more than necessary.
For example, they may feel under pressure, fear rejection or lack the kind of soft skills required to go beyond a purely transactional relationship.