A Blind Man On A Galloping Horse

FINANCIAL PLANNERS – are you having great coaching conversations with your clients?

‘Yes’, I hear you say.

But, are you sure?

If you mean that you talked a lot with purpose and passion and there was lots of back and forth, then yes, that sounds like a great conversation.

But that doesn’t make it great coaching.

Conversations tend to flow like a river. Going where they need to go based on the subconscious thoughts and anxieties of the participants.

But great coaching needs to be purposeful. You are not a participant in a conversation; you are a re-wirer of brains, and the conversation is simply the delivery mechanism.

If you do it well, to the client, it will sound and feel like a conversation, but it’s not, and it shouldn’t be.

Your job as a financial planner is to coach the client towards asking themselves the big questions.

• What do I want my life to look like?
• What would a great outcome be?
• What do I want in (and out of) my life?

Whereas the clients ‘conversation’ will normally focus on the little questions…

• What do I need to do with my pension?
• Can I get a better return on my investments?
• Should I be investing in Bitcoin like Dave at work?

But in order to coach your client’s mind towards the BIG questions, you need to be able to recognise LITTLE questions.

Otherwise, you’re both just floating down the river without an oar.

When you should be powerboating to where you know they need to be.

Because if you don’t know where you are or where you’re going, then any road (or river) will get you there.

In the video, I show you the 5 key indicators that tell you whether the current ‘conversation’ is focusing on LITTLE questions or BIG questions.

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