We all know that everyone likes a good story, a fact that’s backed up by science . When we hear a story that resonates with us, our levels of the ‘feel good’ hormone oxytocin rises. This motivates us to work with others and has a positive impact on our social behavior. Stories can also help to build connections and create empathy with prospects and clients.So, it’s no surprise that story form is great for illustrating to prospects that you are there for the right reasons – that you’re not in this business simply to make money but to add value to people’s lives.Here are a few ways developing a ‘Why I Am Here’ story will help you grow your business .
‘Why I Am Here’ story is one of six stories you absolutely need to add to your repertoire – watch the Webinar Replay, Six Essential Stories Advisors Need to Turn Prospects into Clients
, to learn what those stories are and how to develop them for you and your practice.
Telling your ‘Why I Am Here’ story will help you become memorable
Whether you know it or not, you’re already a storyteller. When you witness an unusual event or accident, your first instinct is to relate it to someone else. Then the other person will want to relate it to someone else, and so on. That’s the nature of storytelling. That’s how people talk and listen.So, when you first meet with a potential client
, ditch the technical terms and talk to them like a real person. Create interest and give them a takeaway they can understand and remember by telling them a story about why you decided to become a financial advisor.Your ‘why I am here’ story will help prospects quickly build up a positive picture of you. They’ll leave your office thinking you are someone they like and can trust.
This story is an easy and understandable way to tell clients why you chose this profession
When prospects first meet with you, they will be assessing you for signs of authenticity. They’ll be watching your behavior carefully and listening to you in a bid to determine whether you’re trustworthy.As Simon Sinek says in his book ‘Start with Why’
people don’t buy what you do; they buy who you are. People want to know what drew you to this profession. If you demonstrate an obvious passion for your work
, this will influence their opinion of you and make all the difference when it comes to choosing to work with you or not.Bring out your true colors by revealing your underlying reasons for becoming a financial advisor.Did you see someone struggle financially or did someone you know end up at rock bottom because of poor financial decision-making? Maybe a family member went into debt and as a result lost their health? Or have you seen people who couldn’t retire or take a vacation due to lack of funds? Or perhaps your parents lack of financial independence
spurred you on to work in this profession to ensure other families don’t suffer the same fate?Whatever your reasons, by revealing why you decided to become a financial advisor you’re demonstrating your caring and empathetic nature. When prospects can see your innate value, you just gave them a good reason to hire you
rather than the other advisor they just saw.If you need help growing your business in a steady and predictable way, get the full practice management library, 4-CD set – How to Excel in The Securities Industry: What Elite Advisors Do that Average Advisors Don’t Do
A ‘Why I Am Here’ story will help illustrate what motivates you to do your job
Tell prospects what you love about your job. What motivates you to get up every day and head to the office? Is it that you’re passionate about giving people great service and finding the best solutions for them? Is it because you love meeting new people and love helping them create the best financial future possible? Are you fascinated by other peoples’ unique stories?By showing how enthusiastic you are about your work you’ll ignite a positive response in others.
Your ‘Why I Am Here’ story should make it clear that success for you means success for your clients
While it’s important to stress your genuine authenticity
, you can also emphasize that you’re a combination of financial advisor, entrepreneur and business owner. You enjoy creating solutions that work for both you and your clients, and enjoy personal success too. This can only lead to a win-win situation for both you and your clients.Tell prospects your personal story to illustrate the good you do for others and the reasons why you chose this profession. This should reduce the risk when deciding to put their trust in you. Reiterate that you will always be looking out for them both on a personal and professional level.Related: Tell Prospects What You Do Instead of What You Are