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Our research shows us that this is one of the #Top50 ways that Advisers are screwing up their client engagement.
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How can you ever truly communicate your value or help your clients to get the most value from you and your relationship with them if you are not unapologetically direct with them about your expectations of them?
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In this video, I talk about one of the most important aspects of an optimal client engagement. I also give an example of how I articulate my expectations for clients during an initial client engagement.
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Over the last 24 years, I have been researching the question: ‘What makes great client engagement, great?’. I have interviewed and studied from some of the best in the world during that time and I have personally carried out more than 35,000 client meetings.
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One of the key’s that our research shows us is the concept of what we call ‘Contextual Sequencing’. Contextual Sequence is the process of moving your clients through a series of optimally facilitated shifts in their context/perspective in order to best frame the Adviser/Client relationship. Allowing for maximum impact, experience and value perception.
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Introducing your expectations of clients explicitly at the right point in your client engagement can radically shift the Adviser/Client relationship dynamic and change the effectiveness of that relationship from that point forward.
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So the question stands: ‘Are you explicit enough with your expectations of clients’?
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