Client Mastery

 

• Are you spending too much time with a client without them taking action?
  
• Isn't it irritating and frustrating when this happens?

• Learn the mind blowing tools to create terrific client relations, which both you and  your client will profit from!
  
• Create these relationships in record breaking time!
  
• Increase your business - save time in doing so and establish long lasting clients with constant business growth.
  
• Learn how to decode your client so that you can speak their language. Use their way of thinking to produce a SOA which addresses the client’s values and beliefs for maximum benefits to the client and the client’s assessment of you.
  
• Utilise the client’s decision strategy to expedite the decision process.
  
• You will benefit enormously in all areas of life when you use these tools. Create the best possible relationships with your business contacts as well as with your family and friends.

 

This workshop runs over one full day or two half days to suit your needs.

 

 

SESSIONS:

 

•     Open your mind

Ø      Energy

Ø      Openness

Ø      Focus

Ø      Learning

 

•    Get your client to like you in 90 seconds or less

Ø      Create trust and rapport

Ø      Attitude

Ø      Perception

Ø      Match /Mirror

Ø      Practise

 

•     Decode your client

Ø      Sensory styles     

Ø      Eye patterns

Ø      Filters

Ø      Towards/Away from

Ø      Decision Strategy

Ø      Practise

•     Magic Questions

Ø      To reveal your client’s values

Ø      To get them to reveal their financial and other goals          

Ø      To get the client to tell how he /she will know that we have been successful

Ø      Practise

•     What to do when client is reluctant

Ø      How to get client back on track

Ø      How to overcome objections      

Ø      The four fascinating questions

Ø      Chunking up and chunking down 

Ø      Practise

           

•     Summary

Ø      Feedback

Ø      What next?

Ø      Finish

 

 

Accredited by the Financial Planning Association of Australia.

Accreditation number 002563 for 8.75 credits of continuing professional development.

 

 

 

Client Mastery

 

Our best 9 tips for building great client relationships.

 

1. Before meeting any client be focused and get into the right attitude and have an open mind of curiosity and excitement. Be sure you are focused on helping the client.
   
   
2. When meeting them the first time be energetic, look them in their eyes and smile.
   
   
3. Tell yourself that you like your client and that they like you. Your inner thoughts are projected unconsciously, so you can’t cheat. Be genuine. If you have problems with a client, because you don’t like them, it is better to discontinue the relationship as soon as possible instead of spending fruitless time with them.
   
   
4. Create rapport. Use mirroring and matching of body language, voice tone, volume and pitch. Adjust your behaviour to move towards their way and still be your natural self.
   
   
5. Use their language. Are they predominantly expressing themselves through pictures and images, or sounds or feelings? If you can identify their preferred sense and express your self in their way, it makes the communication magic.
   Remember we are all different and unique. Your way of experiencing the world is your way. Their way of experiencing the world is their way. Objectively the world may be different to both ways. This is exciting and why working with clients is always interesting.

 

6. Listen to your client and understand how they think and how they have made decisions in the past. This is an indication how they will make decisions in the future. Include the steps they have used in their past decisions in any verbal or written communication to be sure that you have covered their points of importance.
   
   
7. Be sure you know their goals and motivation and always have their best interests in mind. Are they motivated towards something pleasant or away from something painful, or both? Use your understanding of their motivation strategy in your communication. Are the goals mutually understood? Ask questions to be sure that there are no hidden assumptions. Do you have a mutually agreed easily defined measure for success on achieving the goal?
   
   
8. Remember this is a long term relationship so always be honest also when things are not going the way you would like.
   .
9. Stay in regular contact. Be active when new ideas, products, legislation or rules come up and find out how it will impact your client.
   
   

Ask for Jorgen Christensen or call 02 9487 3198 or mobile 0400 389 356