Problem: Getting clients to act in the short term on long term advice
Best Practice Advice & Quick Tips Videos & Sales & Marketing for Professional Services

Problem: Getting clients to act in the short term on long term advice

July 15, 2013

by Tony Vidler

How to engage clients in a review of financial advice

Reflecting on the year that was

It can be incredibly difficult to get some customers to act.

You know they should.  They know they should. They need to get on with it and take some action sometimes.

Easier said than done though isn’t it?

I have heard it suggested that a bit of shock treatment will get them moving. Perhaps saying something like:

“Statistically you have 17 years left on the planet….which means we have just 5 annual reviews left….”

That type of approach is pretty confrontational; hardly uplifting; and; unlikely to get your client positively engaged in the ongoing advice process.

A much stronger approach is to visually paint a picture of a moment in time in the future, which they can easily imagine, and then ask them how they will be measuring progress at that point.

Solution:

In this quick video we discuss an easy technique to do precisely that, which generally brings the long term into a short term focus. That is precisely what we need when giving clients long range advice.

 

© 2013 Tony Vidler.  All rights reserved. All materials contained on this web site not otherwise subject to copyright of other parties are subject to the ownership rights of Tony Vidler.  Tony Vidler authorises you to make a single copy of the content herein for your own personal, non-commercial, use while visiting the site. You agree that any copy made must include the Tony Vidler copyright notice in full. No other permission is granted to you to print, copy, reproduce, distribute, transmit, upload, download, store, display in public, alter, or modify the content contained on this web site.

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