In a world increasingly driven by technology and awash in data, the ways in which we relate to one another are being altered. In this disruptive landscape, advisors have an opportunity to evolve their role beyond providing financial advice through the power of conversations, connections and confidence.
Achieving well-being requires a conversation that goes beyond the balance sheet. Are you prepared to discuss what matters most?
While there is much that technology can do, there is no replacement for the personal engagement and empathy that you can provide to your clients. Incorporating a coaching mindset into your conversations can help your clients gain clarity on the issues and opportunities they’re facing today and on the horizon.
Jeff Hancock: The Evolution of Trust
In this “post-truth” era of fake news, our society is in a bit of a moral panic. But Dr. Jeff Hancock, a leading expert in social media behavior, has found that it’s human psychology, not the technology, which drives deception and distrust online. In this episode, he and Bill Coppel — Managing Director and Chief Client Growth Officer at First Clearing — discuss how to navigate the digital...Listen To The Full Episode
In this white paper, we continue to examine the changing role of the advisor — and the changing nature of “advice” itself — in today’s new world. We suggest how you can validate your worth as an intermediary as never before, even in this rapidly changing, high-tech world, by doing what technology can’t: cultivating client well-being.
Whether a client is facing an immediate issue or decision point, the best time to adopt the coaching conversation is when you and your client have time and, with your client’s permission, you sense a readiness to explore the topics of fulfillment and well-being. Let’s explore some coaching fundamentals that you can put into practice with your own clients.
We can’t always recognize when we’re being judgmental, and in some cases, clients will ask for your opinion. But, staying neutral allows you to be objective and build trust. In other words, stay focused on the client’s feelings without injecting your own. That means that the client’s choices are not “good” or “bad.” Instead, focus on how the client feels about the choices he makes.
Life after work is not the only transition clients face. Career changes, death of a loved one, divorce, ailing parents, a medical diagnosis, physical limitation or financial setbacks — these are the life events that shake the foundation of life experience. Younger clients may be scaling career hurdles, making family decisions, wrestling with financial priorities or learning how to overcome obstacles in their lives.
An advisor can create essential value during these seismic moments in time by recognizing the signals and learning how to show up as a trusted advocate to contribute to clients’ well-being.
Lolly Daskal: Rethinking Great Leadership – How to Avoid Falling into the Gaps
In the quest to become a great leader, most people want to know the how; they typically don’t think much about the who. Lolly Daskal, a world-renowned executive leadership coach, believes that great leadership starts from within. In this episode, she and host Bill Coppel - Chief Client Growth Officer at First Clearing - discuss how we can fall into leadership gaps if we don’t know who we are.
This paper looks at how advisors can restate their value proposition and redefine the essential value in clients’ lives to have more meaningful and holistic relationships th...Link to content
According to Matt Oechsli, there’s one group of financial advisors who are not being disrupted by the shifting technological landscape and changing expectations of affluent ...Link to content
A conversation at a sales awards dinner led Steve Harvill to study top performers across a variety of industries. In this episode, he shares some of the common traits and habi...Link to content
It starts with how clients view the world and their connection to it. Are you prepared to enter and engage with their world?
Family. Community. Vocation. Understanding the network of influences and connections that shape your clients’ lives is the key to guiding them toward a future that is fully aligned with their goals and values. This may require new skills and resources for your toolkit.
“The two most important days of your life are the day you are born and the day you find out why,” wrote Mark Twain.
Mark Twain discovered what many spend a lifetime searching for: he was here to do some good in the world. We draw significance from our experiences and seek purpose for our lives. This is part of meaning-making, a natural human tendency. And, much like the snowflakes that dot the landscape, we are formed individually. Our experience, our values and our innate gifts shape how we view the world, what matters to us and how we decide to show up in the world.
Let us begin in 1943 with Abraham Maslow’s Hierarchy of Needs also known as Maslow’s Theory on Human Motivation. Many business organizations have used Maslow’s five-stage pyramid about the ascending transitional nature of life. This theory can also be applied to financial planning beginning with the physiological survival needs including breathing, food, water, shelter, sleep and sex (which are still essential into your 80s and beyond) ultimately reaching the top of the pyramid of self-actualization that includes morality, creativity, spontaneity, discovery and contribution.
Seth Streeter: Heeding the Spark: Redefining Success in a Culture of Productivity
In a world that places so much value on productivity and success, we often lose sight of what truly matters. What if our measure of success was something beyond the amount of wealth we accumulated? In this episode, Seth Streeter and host Bill Coppel– Managing Director and Chief Client Growth Officer at First Clearing– pose this question and explore what it means to redefine success and the ways...
The Network Profile is an individual’s roadmap that defines how and with whom the person connects. Within one’s communities, families, and vocations, each client has valued relationships. The Network Profile holds the key to the values, influences, interests, and relationships that drive a client’s decision-making. Understanding the Network Profile for each client allows you to guide the client toward his or her more authentic self.
In a world that places so much value on productivity and success, we often lose sight of what truly matters. What if our measure of success was something beyond the amount of ...Link to content
In this white paper, we continue to examine the changing role of the advisor — and the changing nature of “advice” itself — in today’s new world. We suggest how you ...Link to content
Let’s face it, 80% of life is showing up, according to Woody Allen. There’s no question that letting your life play out – showing up – is the course of least resistanc...Link to content
Confidence begins with defining a clear path. Are you prepared to guide your clients to live with confidence?
A sense of well-being and confidence is defined differently for every client. As a financial advisor you have a unique opportunity to help them define and pursue their personal vision for the future.
What is the grand vision – the panorama for your life? Panorama means the expansive view that exceeds the gaze, forcing the viewer to turn his or her head in order to take everything in.
Julie Littlechild: Alignment of Passion and Vision
Many financial advisors are consistently delivering good or great service. This may lead to satisfied and loyal clients, but does it truly set an advisor apart? Our guest, Julie Littlechild, has been studying client engagement for over 20 years and believes that narrowing your target audience and designing the client experience around their journey can lead to innovation and growth. This starts...
Instead of financial advisors being trained primarily to sell products or to parse complex regulations, what we train advisors to do is to get to know their clients and get to know them in a way to have a real, authentic, and inspiring relationship with them that is primarily one of listening.Listen To The Episode