september, 2020
Event Details
Robert Gignac will be speaking at a Pro-Seminars Webinar Event on August 25th, 2020. His topic will be “A Peek Inside Your Client’s Mind” a look at the “client side” of the Advisor/Client relationship, based on his book “Rich is a State of Mind”.
Session Synopsis:
In today’s hyper-competitive financial market your existing and prospective clients have no shortage of financial professionals and financial services organizations trying to lure them away. Here is a
question: Have you peeked inside their mind? Your clients are looking for financial leadership – solid advice and guidance in making the tough financial decisions they must make for themselves
and their families. Leadership is only one aspect – toss Covid-19, Brexit (still happening…), a 2020 US election and a millennial cohort who think financial advisors are “so last decade” into the mix.
Finally, how do you deal with an estimated 700-Billion-dollar transfer of assets from one generation to the next – knowing that over 50% of those who inherit “fire” the advisor who grew the assets.
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. Robert has over 25 years experience as a client of the Canadian financial services industry and he has spoken with clients just like yours from coast-to-coast. Their concerns might surprise you; likely scare you, but they will certainly enlighten you. Get ready to lead – because if you will not (or aren’t willing to…) provide leadership for your clients, you won’t be keeping your clients.
The four key takeaways will be:
1) Understanding your client’s “Current Reality” – What keeps us awake at night? What stops us from committing to the client/advisor relationship? Has Covid-19 affected our reality? How will technology and potential regulatory changes affect yours?
2) Developing a client’s picture of their “Richly Imagined Future” – Your ability to help client’s “picture” their future and discuss their goals will be the key to bringing the right mix of products and services to the table.
3) Developing an aptitude for “Disruption” – Some of your clients will not obtain the future they want – even with your help – unless certain financial behaviours change. At a professional level – your reluctance to embrace social media and technology will hamper your growth as financial professionals.
4) 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.
Get ready to inspire and educate your clients – and perhaps most importantly – take a peek inside your client’s mind. If you are not willing to accept the leadership role, when you look behind you – there may not be any clients following.