5 Steps You Can Take

RIGHT NOW to Build Trust with Your Clients

Your Presenters

Kelly BistriceanuAccountant Program Director

Yoseph WestMarketing Leader

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#BuildTrust

Business is Personal.

Why this MattersTrust is foundational.

Achieving operational efficiency.

You’re an advisor.

Increasing client retention.

TIP #1Seek First to Understand

- Make your clients feel heard.

- Understanding is the first step in solving client problems.

- Learn the team dynamic and their perspective

- Great questions to ask: - When did you first realize this was a problem worth solving?- How have you previously tried to solve this problem?- What are your business priorities for 2016?- How does solving this problem align with those priorities?- What does the ideal working relationship look like with your team and an advisor?

- Entrepreneurs often follow a hard and lonely road

- Find something you genuinely appreciate

- Increases client motivation to follow your approach

- SMB owners often know each other

TIP #2Share Sincere Appreciation

TIP #3Invest In Yourself First

- 3% Rule and the 3x Rule

- It increase your capacity to help your clients.

- Set goals for yourself and your business.

- Invest in building your confidence.

TIP #4Exert Influence Not Authority

- Ask questions instead of giving directions

- Talk about your own mistakes before criticizing.

- Use encouragement. Make the fault seem easy to correct.

- Make the other person happy about doing the things you suggest.

TIP #5Be Their Wayne Gretzky

Help them track industry trends that your expertise gives them insight to but that they wouldn’t have

How can they use these to increase the #1 most important thing in their business...PROFIT?

TIP #5 ContinuedDanetha’s Story

- Help them push beyond their own fears and mental blocks about self worth:

• Pricing

• Number of clients

• Dream life

“You are a sum of all of your choices”

- Lisa Nichols

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Yoseph West

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