SRSCCThe Financial Services Specialists

© SRS Coaching & Consulting — The financial services specialists

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Creating Well Meaning Client Relationships

You’ll Gain More Credibility Through the Characteristics You Display & The Stories You Share!

Whatʼs going on?

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Whatʼs really going on?

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What characteristics are engaging?

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Adviserʼs EmotionsConfidentConvictionCertainty

Empathetic

Clientʼs EmotionsUncomfortable

UncertainUnstableStressed

TransitionCurrentState

FutureState

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Why?

We delete, distort and generalise – storytelling bypasses these blocks.

People make decisions based on emotions and reason with logic later.

Storytelling is attention getting.

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Framework for story telling

This isnʼt a case study

MiddleOvercome obstacles

Beginning Theend

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Storytelling Framework

1. State the shared goals – what are the possible shared goals between the client in front of you and your previous client?

2.Describe the characteristics/emotions of the hero (the previous client) why should your client listen? How is she like the listener?

3. What goes wrong for the hero? What are the bad decisions they made or didnʼt make?

4. How does your hero triumph? You are the resource that gives them the news strength.

5. Who is transformed? Describe how the heroʼs world changed as a result of the triumph, remembering that this is what your listener is buying from you.

*Important – never assume itʼs OK to share a story, always ask permission “Would you mind if I shared a story with you?” and always make up the names “Iʼll call the client Jack”

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w  srscc.com.au  

m  0458  491  664  

e  rachel@srscc.com.au  

s  rachel.staggs  

t  @staggsie  

Thanks!The Financial Services Specialists

© SRS Coaching & Consulting — The financial sercives specialists