Written by: Leon Morales
The question we are most often asked is will my client want to participate in the Financial DNA Discovery Process? Our Wealth Advisors have had very few clients resist participating. The reality is people do enjoy learning about themselves. It can even help in their business and personal lives. It is liberating for them to know what their strengths are and struggles are from a validated process. The key point is that the client feels understood. Further, people love to talk about themselves. After all, that is their number one topic.
So, why not guide the discovery process and let them talk about themselves. If there is a barrier in an advisors mind about their client participating, it is usually just in their own mind.
The important point in getting the client to participate in the Financial DNA Discovery Process is to ensure it is introduced as a normal part of your service. Taking that further, connect it to your desire to provide them with a customized life-long service experience, set their goals and help them not make emotional decisions in reaction to events and markets.
If a client refuses to take the discovery; does that tell you something about the prospect or client? Having full transparency can enable your firm to grow and prosper. If you have a client that isnt willing to participate that says a lot about their behavior. If they trust you with their money, dont they trust you to know them better? You dont want to increase the risk in your firm, by not having transparency with your clients.
The process can start with Communication DNA Discovery; which only takes 2 -5 minutes and the rest of the steps can be progressively introduced over time.
We have many success stories using the discovery process. Click on this link to read about a recent successful client story.
If you are feeling any resistance yourself, then there is no harm in completing the process to find out and experience for yourself the power of the experience. You will feel liberated and want to ask questions!!