5 steps you can take right now to build trust with clients
TRANSCRIPT
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5 Steps You Can Take
RIGHT NOW to Build Trust with Your Clients
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Your Presenters
Kelly BistriceanuAccountant Program Director
Yoseph WestMarketing Leader
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Follow along on Twitter
#BuildTrust
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Business is Personal.
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Why this MattersTrust is foundational.
Achieving operational efficiency.
You’re an advisor.
Increasing client retention.
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TIP #1Seek First to Understand
- Make your clients feel heard.
- Understanding is the first step in solving client problems.
- Learn the team dynamic and their perspective
- Great questions to ask: - When did you first realize this was a problem worth solving?- How have you previously tried to solve this problem?- What are your business priorities for 2016?- How does solving this problem align with those priorities?- What does the ideal working relationship look like with your team and an advisor?
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- Entrepreneurs often follow a hard and lonely road
- Find something you genuinely appreciate
- Increases client motivation to follow your approach
- SMB owners often know each other
TIP #2Share Sincere Appreciation
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TIP #3Invest In Yourself First
- 3% Rule and the 3x Rule
- It increase your capacity to help your clients.
- Set goals for yourself and your business.
- Invest in building your confidence.
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TIP #4Exert Influence Not Authority
- Ask questions instead of giving directions
- Talk about your own mistakes before criticizing.
- Use encouragement. Make the fault seem easy to correct.
- Make the other person happy about doing the things you suggest.
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TIP #5Be Their Wayne Gretzky
Help them track industry trends that your expertise gives them insight to but that they wouldn’t have
How can they use these to increase the #1 most important thing in their business...PROFIT?
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TIP #5 ContinuedDanetha’s Story
- Help them push beyond their own fears and mental blocks about self worth:
• Pricing
• Number of clients
• Dream life
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“You are a sum of all of your choices”
- Lisa Nichols
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Yoseph West
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