With RDR, have you any concerns about “adding value” for clients to show them that you’re worth fees? Would you be interested in demonstrating added value for your service to clients?
Think of it in terms of a building analogy – you can:
a. Lay bricks skilfully but nothing else –the role of fund managers, banks etc.
b. Obtain planning permission & build what the client tells you to – the role of internet/direct sales.
c. Help the client design the building and then help build it – the role of the expert.
Only C provides anything unique and hence, valuable.
However, if technical excellence is all that you have, you are basically an expert bricklayer with no idea whether the client wants a mansion or a bedsit, where they want it or how long they plan to live in it – you build lovely buildings but does anybody want the ones you build for them?
This two day workshop gives you the tools to work with the client to “design their building”:
√ How to find out what the client uses money and spending for and why it matters to them.
√ How to determine what the client actually wants from life and what will make them happy.
√ What to do if what they really want and what they try to get are different and incompatible.
√ How to set financial goals that actually motivate change.
√ What mistakes we typically make with money and what effects different clients.
√ How that works with couples and bigger systems, like companies.
You already have the skills to “build” their building – now learn to design it!
The workshop is designed and delivered by Kim Stephenson – who is unique, the only person in the world who has practiced and is qualified as both a financial advisor, a Chartered and Registered Occupational Psychologist, and is also a qualified coach.
The workshop uses a range of established scientific knowledge on subjects including human decision making, behavioural economics, personality, positive psychology, goal setting, behavioural change coaching and “flow”. It employs accelerated learning techniques including experiential learning – for example by involving professional actors as “clients”. By allowing each participant to “try-out” different interpersonal styles with different types of client in a safe environment, and with specific professional feedback on their own behaviours in different situations, learning and effective use of the learning are enhanced and give increased impact.
