Have you ever needed to find a particular document or spreadsheet on your computer but couldn’t? Sure, you can search for it, but sometimes that doesn’t work. How about putting your hands on a specific piece of paper in the filing cabinet? You’re sure you have it, but knowing where you put it is quite another matter. We spend a lot of time collecting our best ideas and the best practices of others, but because the information is not stored properly, we waste too much time in retrieval mode.
The same holds true with our processes. The truth is, if we don’t do something with regularity, we never become very proficient at it. This is exactly why we need well defined processes.
Having a standard way of doing things can save time, and you know what time is, right? According to Ben Franklin, time is money.
Lately, I have been continuing to define my processes and getting organized.
Meeting with the Prospective Client
From an advisor’s point of view, there is an enormous amount of information that could be shared with a prospective client. Moreover, as an advisor, you know what you do well. Your challenge is to understand what the client needs and whether their needs match your abilities. If so, then all you have to do is articulate it well and hope they trust you as a person. If they trust you and realize that you can meet their needs, then you have a win-win situation. After all, that’s the mission in a nutshell, isn’t it?
How do you guide the conversation from “Hello” to “I want to hire you”? By a process, that’s how. You have to have a track to run on. In my practice, I have such a track. While it doesn’t guarantee results, it does increase the odds that I’ll attract the right clients. Basically, you should think about the areas which hold the most importance to clients. What would you expect if you were in their shoes? What type of customer service would you value? How about the types of services offered?
This week, I met with a prospective client and told her that I do comprehensive planning and portfolio management (yawn, yawn). I also said, “That’s nothing new. What’s different is the way I do them.”
Design your business around the issues that clients desire, get your message out and you should succeed. It’s all part of getting organized.
Thanks for reading!