Robert Gignac will be speaking at the CE-Credits.ca Webcast – November 30th. His topic will be “What Your Client Said (While You Weren’t Listening…). Details available here: CE-Credits

Session Synopsis:

A decade ago we were watched a series of TV commercials featuring a Verizon Cellular technician wandering across America asking the question “Can you hear me now?” Fast forward to 2020 and your clients are seeking true financial and insurance advice from you and sometimes having to resort to asking “Can you hear me now?”

Clear and effective communication is at the core of every successful client/financial professional relationship. Unfortunately, one of the leading causes of client dissatisfaction and eventual financial services provider breakup can be directly attributed to ineffective or improperly structured communication.

Important? Absolutely! Your existing clients and prospective clients have no shortage of financial professional and financial services alternatives to choose from. Keeping them happy and engaged can be a difficult task in today’s hyper-competitive environment – assuming you are doing everything well. If financial professionals drop the ball on something as basic as clear and consistent client communication, they will be fighting an uphill battle to retain their clients.

Understanding the role that jargon plays in hindering communication is critical. Why do we create material with a Flesch-Kincaid readability score of 30-40 (college graduate) when the average Canadian reads at 60-70 (7th-8th grade)?

Robert will offer concrete examples of what clients are struggling with today (and they have no idea how to talk to you about…) and how financial professionals can start to bridge the communication gap with your most valuable asset. Robert has over 25 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. One of their biggest concerns in 2022 – “I don’t think you’re listening to me”.

The four key areas are:

1)           Do You Play Catch (or Pitch)? – Communication moves back and forth and requires two (or more) participants. If you’re going to play the game you had better know the rules (oh, and your parents were right all along… sorry!)

2)           Filling the Funnel – You have to fill your funnel with better questions in order to move communication forward (or backward). The better questions you ask, the better answers you’ll receive – but only when you learn to pay attention to what’s coming next…

3)           Can You Hear Me Now? – There are two kinds of listening (three if we’re being really technical…), which one you choose to use will determine how successful you are. A discussion of the “five second rule” will help reinforce point.

4)           The Golden Rule of Communication – Surprise! It’s not “They who have the gold make the rules”. It’s this: Sense – Evaluate – Respond – Repeat. Simple – Yes. Easy – No.

Get ready to truly communicate with your clients – because if you’re not willing to communicate, prepare to watch your clients take their assets and seek out someone who will.

Join us at the CE-Credits.ca Webcast – November 30th – see you there!

Robert Gignac will be speaking at the Customplan Financial Advisors PD Day on November 30th. His topic will be “Lead or be Left Behind” a look at the “client side” of the Advisor/Client relationship, based on his Canadian best-seller “Rich is a State of Mind”.

Presentation Synopsis – “Lead or Be Left Behind”  

In today’s hyper-competitive financial market your existing clients and prospective clients have no shortage of financial professionals and financial services organizations trying to lure them away from you. Now that it’s 2022 (soon to be 2023…), will you “Lead” or be “Left Behind”? Your clients are looking for financial leadership – solid advice and guidance in making the tough financial decisions they have to make for themselves, their families and in many cases, their businesses.

The 2017 rollout of CRM2 (oh, don’t worry, CRM3 is next…) into your client’s statements added another layer of complexity into your role as their financial professionals – especially for those who chose to delay having those conversations with their clients. If CRM2/3 was not enough on its own – toss Covid-19, Brexit, the results of the 2020 US and 2021 Canadian elections and a millennial cohort who think financial advisors are “so last decade” into the mix. Finally, how do you deal with the impending estimated 700 Billion to 1.2 Trillion dollar transfer of assets from one generation to the next – knowing that over 75% of those who inherit, “fire” the advisors who grew the assets.

Robert’s engaging presentation will offer concrete examples of what clients (and prospects…) are struggling with today and how Desjardins PD Day attendees can take a leadership role as their financial services/product provider. Robert has over 20 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. Their concerns might surprise you.  They might scare you. They will certainly enlighten you.

The four key takeaways will be:

• Understanding your client’s “Current Reality” – What keeps us (your clients) awake at night? What stops us from committing the client/advisor relationship? How did Covid-19 affect our reality? How will Robo-Advisors, demographics, global economics and future regulatory issues affect yours?

• Developing a client’s picture of their “Richly Imagined Future” – Your ability to help clients “picture” their future and discuss their goals will be the key to bringing the right mix of products and services to the table. Includes a discussion of SMART goals (and why they’re not always the answer to the problem). Are SMARTER goals the future?

• Developing an aptitude for “Disruption” – Some of your clients will not obtain the future they want – even with your help – unless certain financial behaviors change. At a professional level – your reluctance to embrace social media and virtual technology will hamper your growth as financial professionals as well.

• Helping clients understand the power of “Choice” – Teaching us that “The choices you make determine the life you lead” and helping clients cut through the “clutter” of financial industry options may be one of the most important things you do for us. At the same time, understanding that “Was it all Worth It?” will be the most important question that your client ever asks – not of you – but of themselves.

Get ready to inspire and educate your clients at the 2022 Customplan Financial Advisors – and perhaps most importantly – lead them – because if you aren’t willing to accept the leadership role, when you look behind you – there may not be any clients following.

Robert Gignac will be speaking at the CE-Credits.ca Webcast – November 16th. His topic will be “What Your Client Said (While You Weren’t Listening…). Details available here: CE-Credits

Session Synopsis:

A decade ago we were watched a series of TV commercials featuring a Verizon Cellular technician wandering across America asking the question “Can you hear me now?” Fast forward to 2020 and your clients are seeking true financial and insurance advice from you and sometimes having to resort to asking “Can you hear me now?”

Clear and effective communication is at the core of every successful client/financial professional relationship. Unfortunately, one of the leading causes of client dissatisfaction and eventual financial services provider breakup can be directly attributed to ineffective or improperly structured communication.

Important? Absolutely! Your existing clients and prospective clients have no shortage of financial professional and financial services alternatives to choose from. Keeping them happy and engaged can be a difficult task in today’s hyper-competitive environment – assuming you are doing everything well. If financial professionals drop the ball on something as basic as clear and consistent client communication, they will be fighting an uphill battle to retain their clients.

Understanding the role that jargon plays in hindering communication is critical. Why do we create material with a Flesch-Kincaid readability score of 30-40 (college graduate) when the average Canadian reads at 60-70 (7th-8th grade)?

Robert will offer concrete examples of what clients are struggling with today (and they have no idea how to talk to you about…) and how financial professionals can start to bridge the communication gap with your most valuable asset. Robert has over 25 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. One of their biggest concerns in 2022 – “I don’t think you’re listening to me”.

The four key areas are:

1)           Do You Play Catch (or Pitch)? – Communication moves back and forth and requires two (or more) participants. If you’re going to play the game you had better know the rules (oh, and your parents were right all along… sorry!)

2)           Filling the Funnel – You have to fill your funnel with better questions in order to move communication forward (or backward). The better questions you ask, the better answers you’ll receive – but only when you learn to pay attention to what’s coming next…

3)           Can You Hear Me Now? – There are two kinds of listening (three if we’re being really technical…), which one you choose to use will determine how successful you are. A discussion of the “five second rule” will help reinforce point.

4)           The Golden Rule of Communication – Surprise! It’s not “They who have the gold make the rules”. It’s this: Sense – Evaluate – Respond – Repeat. Simple – Yes. Easy – No.

Get ready to truly communicate with your clients – because if you’re not willing to communicate, prepare to watch your clients take their assets and seek out someone who will.

Join us at the CE-Credits.ca Webcast – November 16th – see you there!

What does “Your Richly Imagined Future” look like?

Join Robert and the team from Gulf & Fraser on November 2rd for an exciting “live & in person” event. Robert Gignac, author of the Canadian bestseller “Rich is a State of Mind”, will help you answer many important money questions, including:

• What does rich mean to me? Is it all about money?
• Do I really need goals? Won’t the future take care of itself?
• Can I actually have a life while I plan for the future?
• What are the components of a solid financial game plan?

Attend this webinar and learn how to debunk some of the myths of “financial happiness”, such as money will make you happy and solve all your problems or that there’s a magic solution to all your financial challenges.

Robert will look at the role of you, the investor, in the investor/financial professional relationship, from your perspective. He’ll talk about the truths and realities of being a client of the Canadian investment industry.

You’ll be inspired with new ways to deal with life’s everyday events with the larger goal of developing a solid, long-term relationship with your money. After all, you do want “Your Richly Imagined Future” – don’t you?

Robert Gignac will be speaking at the Customplan Financial Advisors “Focus” Day on November 3rd. His topic will be “Lead or be Left Behind” a look at the “client side” of the Advisor/Client relationship, based on his Canadian best-seller “Rich is a State of Mind”.

Presentation Synopsis – “Lead or Be Left Behind”  

In today’s hyper-competitive financial market your existing clients and prospective clients have no shortage of financial professionals and financial services organizations trying to lure them away from you. Now that it’s 2022 (soon to be 2023…), will you “Lead” or be “Left Behind”? Your clients are looking for financial leadership – solid advice and guidance in making the tough financial decisions they have to make for themselves, their families and in many cases, their businesses.

The 2017 rollout of CRM2 (oh, don’t worry, CRM3 is next…) into your client’s statements added another layer of complexity into your role as their financial professionals – especially for those who chose to delay having those conversations with their clients. If CRM2/3 was not enough on its own – toss Covid-19, Brexit, the results of the 2020 US and 2021 Canadian elections and a millennial cohort who think financial advisors are “so last decade” into the mix. Finally, how do you deal with the impending estimated 700 Billion to 1.2 Trillion dollar transfer of assets from one generation to the next – knowing that over 75% of those who inherit, “fire” the advisors who grew the assets.

Robert’s engaging presentation will offer concrete examples of what clients (and prospects…) are struggling with today and how Desjardins PD Day attendees can take a leadership role as their financial services/product provider. Robert has over 20 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. Their concerns might surprise you.  They might scare you. They will certainly enlighten you.

The four key takeaways will be:

• Understanding your client’s “Current Reality” – What keeps us (your clients) awake at night? What stops us from committing the client/advisor relationship? How did Covid-19 affect our reality? How will Robo-Advisors, demographics, global economics and future regulatory issues affect yours?

• Developing a client’s picture of their “Richly Imagined Future” – Your ability to help clients “picture” their future and discuss their goals will be the key to bringing the right mix of products and services to the table. Includes a discussion of SMART goals (and why they’re not always the answer to the problem). Are SMARTER goals the future?

• Developing an aptitude for “Disruption” – Some of your clients will not obtain the future they want – even with your help – unless certain financial behaviors change. At a professional level – your reluctance to embrace social media and virtual technology will hamper your growth as financial professionals as well.

• Helping clients understand the power of “Choice” – Teaching us that “The choices you make determine the life you lead” and helping clients cut through the “clutter” of financial industry options may be one of the most important things you do for us. At the same time, understanding that “Was it all Worth It?” will be the most important question that your client ever asks – not of you – but of themselves.

Get ready to inspire and educate your clients at the 2022 Customplan Financial Advisors “Focus” Day – and perhaps most importantly – lead them – because if you aren’t willing to accept the leadership role, when you look behind you – there may not be any clients following.

What does “Your Richly Imagined Future” look like?

Join Robert and the team from Gulf & Fraser on November 2nd for an exciting “live & in person” event. Robert Gignac, author of the Canadian bestseller “Rich is a State of Mind”, will help you answer many important money questions, including:

• What does rich mean to me? Is it all about money?
• Do I really need goals? Won’t the future take care of itself?
• Can I actually have a life while I plan for the future?
• What are the components of a solid financial game plan?

Attend this webinar and learn how to debunk some of the myths of “financial happiness”, such as money will make you happy and solve all your problems or that there’s a magic solution to all your financial challenges.

Robert will look at the role of you, the investor, in the investor/financial professional relationship, from your perspective. He’ll talk about the truths and realities of being a client of the Canadian investment industry.

You’ll be inspired with new ways to deal with life’s everyday events with the larger goal of developing a solid, long-term relationship with your money. After all, you do want “Your Richly Imagined Future” – don’t you?

Robert Gignac will be speaking at the CE-Credits.ca Webcast – November 2nd. His topic will be “What Your Client Said (While You Weren’t Listening…). Details available here: CE-Credits

Session Synopsis:

A decade ago we were watched a series of TV commercials featuring a Verizon Cellular technician wandering across America asking the question “Can you hear me now?” Fast forward to 2020 and your clients are seeking true financial and insurance advice from you and sometimes having to resort to asking “Can you hear me now?”

Clear and effective communication is at the core of every successful client/financial professional relationship. Unfortunately, one of the leading causes of client dissatisfaction and eventual financial services provider breakup can be directly attributed to ineffective or improperly structured communication.

Important? Absolutely! Your existing clients and prospective clients have no shortage of financial professional and financial services alternatives to choose from. Keeping them happy and engaged can be a difficult task in today’s hyper-competitive environment – assuming you are doing everything well. If financial professionals drop the ball on something as basic as clear and consistent client communication, they will be fighting an uphill battle to retain their clients.

Understanding the role that jargon plays in hindering communication is critical. Why do we create material with a Flesch-Kincaid readability score of 30-40 (college graduate) when the average Canadian reads at 60-70 (7th-8th grade)?

Robert will offer concrete examples of what clients are struggling with today (and they have no idea how to talk to you about…) and how financial professionals can start to bridge the communication gap with your most valuable asset. Robert has over 25 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. One of their biggest concerns in 2022 – “I don’t think you’re listening to me”.

The four key areas are:

1)           Do You Play Catch (or Pitch)? – Communication moves back and forth and requires two (or more) participants. If you’re going to play the game you had better know the rules (oh, and your parents were right all along… sorry!)

2)           Filling the Funnel – You have to fill your funnel with better questions in order to move communication forward (or backward). The better questions you ask, the better answers you’ll receive – but only when you learn to pay attention to what’s coming next…

3)           Can You Hear Me Now? – There are two kinds of listening (three if we’re being really technical…), which one you choose to use will determine how successful you are. A discussion of the “five second rule” will help reinforce point.

4)           The Golden Rule of Communication – Surprise! It’s not “They who have the gold make the rules”. It’s this: Sense – Evaluate – Respond – Repeat. Simple – Yes. Easy – No.

Get ready to truly communicate with your clients – because if you’re not willing to communicate, prepare to watch your clients take their assets and seek out someone who will.

Join us at the CE-Credits.ca Webcast – November 2nd – see you there!

Robert Gignac will be speaking at the October 19th 2022 Financial Planners Forum Webcast sponsored by CE-Credits.ca. His topic will be “What Your Client Said (While You Weren’t Listening…). Details available here: CE-Credits

Session Synopsis:

A decade ago we were watched a series of TV commercials featuring a Verizon Cellular technician wandering across America asking the question “Can you hear me now?” Fast forward to 2020 and your clients are seeking true financial and insurance advice from you and sometimes having to resort to asking “Can you hear me now?”

Clear and effective communication is at the core of every successful client/financial professional relationship. Unfortunately, one of the leading causes of client dissatisfaction and eventual financial services provider breakup can be directly attributed to ineffective or improperly structured communication.

Important? Absolutely! Your existing clients and prospective clients have no shortage of financial professional and financial services alternatives to choose from. Keeping them happy and engaged can be a difficult task in today’s hyper-competitive environment – assuming you are doing everything well. If financial professionals drop the ball on something as basic as clear and consistent client communication, they will be fighting an uphill battle to retain their clients.

Understanding the role that jargon plays in hindering communication is critical. Why do we create material with a Flesch-Kincaid readability score of 30-40 (college graduate) when the average Canadian reads at 60-70 (7th-8th grade)?

Robert will offer concrete examples of what clients are struggling with today (and they have no idea how to talk to you about…) and how financial professionals can start to bridge the communication gap with your most valuable asset. Robert has over 25 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. One of their biggest concerns in 2022 – “I don’t think you’re listening to me”.

The four key areas are:

1)           Do You Play Catch (or Pitch)? – Communication moves back and forth and requires two (or more) participants. If you’re going to play the game you had better know the rules (oh, and your parents were right all along… sorry!)

2)           Filling the Funnel – You have to fill your funnel with better questions in order to move communication forward (or backward). The better questions you ask, the better answers you’ll receive – but only when you learn to pay attention to what’s coming next…

3)           Can You Hear Me Now? – There are two kinds of listening (three if we’re being really technical…), which one you choose to use will determine how successful you are. A discussion of the “five second rule” will help reinforce point.

4)           The Golden Rule of Communication – Surprise! It’s not “They who have the gold make the rules”. It’s this: Sense – Evaluate – Respond – Repeat. Simple – Yes. Easy – No.

Get ready to truly communicate with your clients – because if you’re not willing to communicate, prepare to watch your clients take their assets and seek out someone who will.

Robert Gignac will be speaking at the Million Dollar Roundtable (MDRT) Global Conference 2022 in Sydney, Australia. His topic will be “Stop Playing Chess in a PokerStars World.

Presentation Synopsis – “Stop Playing Chess in a PokerStars World”

If all you know is the outcome of a game of Chess – you can conclude with almost 100% accuracy that the best player won. There is no roll of the dice that suddenly removes your opponent’s bishop from the board. The outcome is determined by how skillfully each player moves their pieces.

 If you know who has the most chips at the end of a game of Poker – what do you know? You know who had the most chips. There is no way to know who the best player is, or the role that luck & emotion played. It’s possible to play poorly and win, or be the best player and lose.

 In Chess you see your opponent’s pieces. In Poker – there is always hidden information. There is no chance any of your clients might be keeping some aspects of their personal financial life hidden from view (and from you…) is there?

 Many of your clients think that personal finance is like Chess – if you have the right strategy, you will win. What happened to your client’s strategy during the 37% market drop in 22 days in March 2020? Suddenly, the client thinks the strategy is wrong and is tempted to change it. This can lead to an even worse outcome. But wait, then the market went up 42% over the next 52 days. Seriously?

 Robert’s engaging presentation will offer concrete examples of what clients (and prospects…) are struggling with today and how financial professionals can take a leadership role as their financial services/product provider by changing from a one-dimensional game (chess) to a multi-dimensional one (poker). Robert has over 25 years experience as a client of the financial services industry and via his International bestseller “Rich is a State of Mind” he has spoken with clients just like yours, from coast to coast. Their concerns might surprise you.  They might scare you. They will certainly enlighten you.

 The four key takeaways will be:

1. Dealing with a “Bad Beat” – A Bad Beat is a hand in poker that should be a winner – but loses. They bet a strong hand – the opponent makes a poor call that turns out in their favour. Your clients likely had a full house – Covid-19 tossed 4 Jacks onto the table – and the media is saying they might never win again.
2. Playing the Next Hand – Just because you lose a hand you should have won, you don’t quit. Ask yourself the question – “What was the Goal?” and perhaps more importantly, how can we create “SMARTER” goals to better adapt to changing situations?
3. Rhythm Disrupting – How can you help your clients change trajectory toward their financial future. Help them become a 1%’er in terms of time management, help them plug holes in their bucket and keep them away from “financial fantasy” media.
4. Going “All In” – helping your client create the commitment to their financial success is not as difficult as you might think – everyone talks about “influencers” – it’s your time to become one.

 It’s been said “To change your results, sometimes you have to change the game”. Take the challenge to change your game – and your clients outcomes – to build the business you desire.

Looking forward to a great MDRT Global Conference event in Sydney, Australia!

Taking a little R&R time with my Sweetie! I will likely check my email once a day (but no guarantee….), same goes for voicemail… be sure to take some R&R time for yourself – it’s good for you (and the people that you care about…).

What does “Your Richly Imagined Future” look like?

Join Robert and Craig Allain of Allain Wealth Management on Saturday July 9th for an exciting “live & in person” event. Robert Gignac, author of the Canadian bestseller “Rich is a State of Mind”, will help you answer many important money questions, including:

• What does rich mean to me? Is it all about money?
• Do I really need goals? Won’t the future take care of itself?
• Can I actually have a life while I plan for the future?
• What are the components of a solid financial game plan?

Attend this webinar and learn how to debunk some of the myths of “financial happiness”, such as money will make you happy and solve all your problems or that there’s a magic solution to all your financial challenges.

Robert will look at the role of you, the investor, in the investor/financial professional relationship, from your perspective. He’ll talk about the truths and realities of being a client of the Canadian investment industry.

You’ll be inspired with new ways to deal with life’s everyday events with the larger goal of developing a solid, long-term relationship with your money. After all, you do want “Your Richly Imagined Future” – don’t you?

Robert Gignac will be speaking at the The Canadian Association of Farm Advisors Summit on June 2nd in Waterloo. He will be delivering “Lead or be Left Behind” a look at the “client side” of the Advisor/Client relationship. The program will examine how Farm Advisors can have a positive impact on the lives of their clients.

More details are available here: https://www.cafanet.ca/

Robert Gignac will be speaking at the Beneva Professional Development Day 2022 on June 1st. He will be delivering his new “What Your Client Said (While You Weren’t Listening…)” program. It is a look at the “communication disconnect” in the Advisor/Client relationship. The material is based loosely on his Canadian best-seller “Rich is a State of Mind”. Laughs will be had….

Robert Gignac will be speaking at the May 26th 2022 Financial Planners Forum Webcast sponsored by CE-Credits.ca. His topic will be “What Your Client Said (While You Weren’t Listening…). Details available here: CE-Credits

Session Synopsis:

A decade ago we were watched a series of TV commercials featuring a Verizon Cellular technician wandering across America asking the question “Can you hear me now?” Fast forward to 2020 and your clients are seeking true financial and insurance advice from you and sometimes having to resort to asking “Can you hear me now?”

Clear and effective communication is at the core of every successful client/financial professional relationship. Unfortunately, one of the leading causes of client dissatisfaction and eventual financial services provider breakup can be directly attributed to ineffective or improperly structured communication.

Important? Absolutely! Your existing clients and prospective clients have no shortage of financial professional and financial services alternatives to choose from. Keeping them happy and engaged can be a difficult task in today’s hyper-competitive environment – assuming you are doing everything well. If financial professionals drop the ball on something as basic as clear and consistent client communication, they will be fighting an uphill battle to retain their clients.

Understanding the role that jargon plays in hindering communication is critical. Why do we create material with a Flesch-Kincaid readability score of 30-40 (college graduate) when the average Canadian reads at 60-70 (7th-8th grade)?

Robert will offer concrete examples of what clients are struggling with today (and they have no idea how to talk to you about…) and how financial professionals can start to bridge the communication gap with your most valuable asset. Robert has over 25 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. One of their biggest concerns in 2022 – “I don’t think you’re listening to me”.

The four key areas are:

1)           Do You Play Catch (or Pitch)? – Communication moves back and forth and requires two (or more) participants. If you’re going to play the game you had better know the rules (oh, and your parents were right all along… sorry!)

2)           Filling the Funnel – You have to fill your funnel with better questions in order to move communication forward (or backward). The better questions you ask, the better answers you’ll receive – but only when you learn to pay attention to what’s coming next…

3)           Can You Hear Me Now? – There are two kinds of listening (three if we’re being really technical…), which one you choose to use will determine how successful you are. A discussion of the “five second rule” will help reinforce point.

4)           The Golden Rule of Communication – Surprise! It’s not “They who have the gold make the rules”. It’s this: Sense – Evaluate – Respond – Repeat. Simple – Yes. Easy – No.

Get ready to truly communicate with your clients – because if you’re not willing to communicate, prepare to watch your clients take their assets and seek out someone who will.

Robert Gignac will be speaking at the May 4th 2022 Financial Planners Forum Webcast sponsored by CE-Credits.ca. His topic will be “What Your Client Said (While You Weren’t Listening…). Details available here: CE-Credits

Session Synopsis:

A decade ago we were watched a series of TV commercials featuring a Verizon Cellular technician wandering across America asking the question “Can you hear me now?” Fast forward to 2020 and your clients are seeking true financial and insurance advice from you and sometimes having to resort to asking “Can you hear me now?”

Clear and effective communication is at the core of every successful client/financial professional relationship. Unfortunately, one of the leading causes of client dissatisfaction and eventual financial services provider breakup can be directly attributed to ineffective or improperly structured communication.

Important? Absolutely! Your existing clients and prospective clients have no shortage of financial professional and financial services alternatives to choose from. Keeping them happy and engaged can be a difficult task in today’s hyper-competitive environment – assuming you are doing everything well. If financial professionals drop the ball on something as basic as clear and consistent client communication, they will be fighting an uphill battle to retain their clients.

Understanding the role that jargon plays in hindering communication is critical. Why do we create material with a Flesch-Kincaid readability score of 30-40 (college graduate) when the average Canadian reads at 60-70 (7th-8th grade)?

Robert will offer concrete examples of what clients are struggling with today (and they have no idea how to talk to you about…) and how financial professionals can start to bridge the communication gap with your most valuable asset. Robert has over 25 years experience as a client of the Canadian financial services industry and via his Canadian bestseller “Rich is a State of Mind” he has spoken with clients just like yours from coast to coast. One of their biggest concerns in 2022 – “I don’t think you’re listening to me”.

The four key areas are:

1)           Do You Play Catch (or Pitch)? – Communication moves back and forth and requires two (or more) participants. If you’re going to play the game you had better know the rules (oh, and your parents were right all along… sorry!)

2)           Filling the Funnel – You have to fill your funnel with better questions in order to move communication forward (or backward). The better questions you ask, the better answers you’ll receive – but only when you learn to pay attention to what’s coming next…

3)           Can You Hear Me Now? – There are two kinds of listening (three if we’re being really technical…), which one you choose to use will determine how successful you are. A discussion of the “five second rule” will help reinforce point.

4)           The Golden Rule of Communication – Surprise! It’s not “They who have the gold make the rules”. It’s this: Sense – Evaluate – Respond – Repeat. Simple – Yes. Easy – No.

Get ready to truly communicate with your clients – because if you’re not willing to communicate, prepare to watch your clients take their assets and seek out someone who will.