Don't Just Draw What's In Their Head

FINANCIAL PLANNERS, how are you onboarding your clients?

Most of us use software to send questionnaires and forms to our clients so they can complete them at home and fire all that data directly into our system.

Great, isn’t it?

Maybe….

There’s some stuff that could, and should be done this way, and there’s stuff that definitely shouldn’t.

Let’s imagine we’ve approached an architect to help us with our house build.

One of the first things they’ll do is despatch the land surveyor to measure up the existing site and feed it all into the computer system.

That’s exactly how it should be. This data isn’t subjective or contextual; it’s black and white; it’s numeric and factual.

In much the same way as gathering a client’s financial expenditure and existing assets is also black and white, onboarding software works great for this stuff. It is what it is.

But an architect doesn’t then send you an email asking you to describe or draw what you think your new house should look like.

They don’t view their role as simply drawing what’s already in your head; there’s no added value in that.

They are there to observe your way of life, listen to your thoughts, push your boundaries, challenge your preconceptions, and open your mind to opportunities that go beyond what you already have in your mind.

That’s where they add the value.

And financial coaching is the same.

Our role is to help clients see the opportunities available and to challenge limiting beliefs and false truths. To explore the unbeaten path and help them create the most vibrant and fulfilling version of their vision.

And you can’t do that through a software questionnaire or a form; it’s a human process.

It needs an eyeball-to-eyeball, heart-to-heart, human conversation.

So, just because our case management software can fire a load of questions at our client, it doesn’t mean we should…

Because if all we do is draw what’s already in our client’s head, then we’re not adding any value.

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