What makes a successful financial planner? Qualifications and experience aside, it is often the “soft-skills”; the intangible personal qualities of a planner that keeps his/her clients loyal and happy. It takes a P-L-A-N to achieve success!
Passion for learning:
The most successful financial planners are the ones who have an absolute passion for all that they do. This is vital especially in this ever-evolving social and financial landscape. Planners who are unable to summon this passion will consistently struggle to keep up with industry developments, which may bode unwell for their clients.
Nethan Chew, Assistant Vice President, shares his tip for keeping the passion alive.
“It’s important to be a forward-thinking planner and continue to innovate and upgrade skills to stay relevant in the face of technological disruption. I try to attend relevant seminars and courses that will help keep me updated about the latest industry trends.”
Listening to what your client truly needs
Uncovering precisely what a client needs can seems as difficult as rocket science, but really what you need to do first and foremost is to LISTEN and COMMUNICATE. By understanding what they have to say, you will find and piece together small details that form the bigger picture of a comprehensive solution. Successful financial planners are ones who enjoy this challenging process.
Crunching numbers aside, it’s equally important to be genuine in your concern for their financial well-being by listening and empathising.
“Ask thoughtful questions, stay focused in your meetings and try to tune everything else out when you’re with your clients,”
Shao Liang, Assistant Vice President, shares. This may seems simple but goes a long way as your client is likely to feel more valued and prioritised.
Action-oriented:
Great ideas are overrated – it’s the conversion to action that turns “great” into “successful”. Successful financial planners are always ready to spring into action: they are ready to meet with people, to set goals and targets, and get working towards them.
Avoid the trap of procrastination and make sure you get the ball rolling on key projects. Use time blocks in your calendar for different types of activities (client meetings, networking, staff consultation, content creation, exercise, family time). On what works for him, Nethan makes it a point to start his day earlier for maximum productivity.
“I try to use my mornings to make calls to prospective clients when I’m feeling energised, driven and motivated.”
Nurture relationships with clients:
Just like any other relationship, a solid client/planner connection is built upon a foundation of respect and trust. Your client is entrusting you with their most important financial and life decisions; earning their trust is paramount. Natural charisma can help enhance the relationship but being honest and trustworthy are still the most important traits that can stand the test of time.
Shao Liang believes that a long-lasting connection begins from the heart.
“Be open and honest in your communications. Stay in touch frequently and consistently so that your clients know they can always count on you.”
In a competitive market like today, one of the best ways to differentiate yourself as a financial planner is work on your traits that help to develop strong relationships, grow your professional network and be future-ready. Get on the right track to success by joining our team at Summit Planners! Speak with us today at 6579 8356 or enquiries@summitplanners.com.
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