Client reviews can prompt nervousness and anxiety in many an advisor’s heart. They can take up a great deal of time and require a great deal of effort. But your investment in these reviews can be slashed using this simple tip.
Let’s look back to your last client conversation and the follow-up email you sent highlighting the key points of your conversation and outlining the next steps. This email should be the starting point for your review.
Immediately following a conversation with your client—while you are still connected to the energy of your conversation, while all the ideas you discussed are still vivid—write an email review to help you stay focused for your next conversation. Without that follow-up email, you are going to need 100 times more time and energy to recreate where you left off with your client.
Make these notes while thoughts are fresh, before your primal mind (ego mind) starts to trick and confuse you. This is the part of you addicted to unmet needs for approval, control, recognition, safety and worthiness. They generate negative beliefs and negative emotions that give rise to the perception that you can never do enough for a client to be approved of, in control, recognized, safe or worthy. The anxiety and fear that you may feel in advance of a client review is based on misperceptions from this primal part of mind.
When you are connected to your client—and you are connected to your higher self—you are able to provide value to your client and you are also in touch with those inspirational ideas that set you apart from every other financial advisor out there.
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Simon Reilly of Leading Advisor Inc. is a financial advisor coach, speaker and writer. Simon writes a daily blog and can be reached at www.leadingadvisor.com/blog.