When asked how our day was, we’ll usually give a quick answer: “Fine.” If pressed, though, unless something unusual occurred, we’ll find it hard to recollect many details of the hours we just lived through.
This happens because in order to remember the details, we first have to notice them, and focusing on each moment as it occurs – being present – is not something our minds naturally do. Rather, our minds tend to wander off task, particularly in familiar situations.
This tendency makes it difficult for financial advisers to stay present during meetings with their advice clients.
Advisers hold a lot of client meetings, usually in familiar surroundings, following a familiar agenda. And although each client’s story is unique, the themes of those stories also become familiar.
(Ironically, mixing everything up doesn’t help either. An adviser’s focus will still naturally shift away from listening to what the client is saying to evaluating their new surroundings or rehearsing what they’re supposed to say next!)
However, despite the difficulty, being present during conversations with advice clients is crucial to an adviser’s ability to engage them and effectively advise them. You need to be aware of what’s going on in order to truly understand their perspective, pick up on subtle cues and details of the discussion, ask pertinent questions and accurately process the information you’re given.
The mindset of being present is one that develops gradually, as a result of consistently refocusing on task whenever you notice your mind wandering, and intentionally thinking about what is happening in the moment.
What do you think?
Image: FreeDigitalPhotos.net
About Jim Stackpool
For nearly 30 years Jim has influenced, coached, and consulted to advisory firms across Australia. As founder of Certainty Advice Group, he leads a like-minded team of professional advisory firms seeking to create greater certainty for their clients. As an author, blogger, columnist, and keynote speaker, Jim is regularly called upon for his professional insights into the advice industry. His latest book Seeking Certainty is available now.