There is one skill that will impact your success and your client’s success more than anything else.

The ability to listen.

More specifically, the ability to listen with empathy and curiosity.

In this episode, we’ll look at:

• The neuroscience and benefits of listening
• 3 ideas to instantly improve your listening skills
• An advisor testimonial on the power of listening

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode –> Go Here

*To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

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Research consistently shows that >90% of clients are satisfied.

At first glance, it sounds like a good thing.

But, if over 90% of clients are satisfied, then client satisfaction ceases to be a differentiator. It’s now tablestakes.

Which then prompts the question: “Should we be aiming for something more than satisfaction?”

Julie Littlechild suggests we move the bar from “satisfied” to “engaged.”

Satisfied clients are happy but passive.

Engaged clients are happy and tell the world about what you do.

In this episode, Julie explains everything you need to know to turn satisfied clients into engaged clients.

You’ll Learn:

• The 4 drivers that create engaged clients
• The curse of the agenda and how to use it effectively
• The #1 thing clients say they want but aren’t getting from advisors
• The top mistakes advisors make when gathering feedback and input
• What clients say about discussing non-financial goals with an advisor

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode –> Go Here.

*To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here.

*Follow Brendan for insights on mastering the human side of advice:

Twitter

LinkedIn

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If you want your clients to actually follow-through on the advice you give, you have to shift your approach.

You have to shift from “Advisor-Driven” to “Client-Inspired” advice.

Client-inspired advice provides the client with:

1) Control

2) Confidence

3) Autonomy

And, when you can provide these three things, it paves the way to behavior change and implementation of advice.

You’ll learn:

• The psychology and research of giving advice
• The three essential elements of client-inspired advice
• Questions and scripts on how to deliver client-inspired advice

The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals.

*For more resources discussed in this episode –> Go Here

*To receive the monthly “Wisdom Round-Up” newsletter full of practical ways to apply the human side of advice –> Go Here.

*Follow Brendan for insights on mastering the human side of advice:

• Twitter
• LinkedIn

Podcast: Play in new window | Download | Embed

Subscribe: Apple Podcasts | RSS | More