Appointment or Engagement

Appointment or Engagement/Acquaintance or Alliance? They seem to be quite different yet most professionals go for the low-hanging fruit and put a limit on their time and even the connection with others.

We all know that it is important to differentiate yourself in today’s rapidly changing world. It may seem at this time that this is an unprecedented time of uncertainty where people are fearful, anxious, low trust, even angry… But you have a big presentation to make, it is now even more crucial to get that face time. So how can you relate to others in the most impactful and influential way…When someone is emotional especially now with the continual change present in the marketplace, you cannot relate to them logically regardless of how organized your facts and figures are – it’s like gas on fire. As the person continues to focus on their emotions, they grow and you should be ready for the potential of a volatile explosion if you don’t decide to relate differently….

Our gut reaction is to follow the old familiar and stay in our head, it’s safe and we all think we have the answers. You must start by creating a deep meaningful relationship with your clients where they feel valued and confident in your abilities. How should you begin valuing another? You must give them a voice…We all have a basic need to be heard, truly listened to. That may not be the introduction or meeting you have typically planned but that must be reinvented also. Ask them their story, refrain from telling them what they need. Offer your ear and you begin to build the bridge towards a value-add relationship. Once this type of relationship is established then they will look to you to fulfill needs they might have and trust your voice to guide them to make the right decisions.

You have now truly differentiated yourself from the competition. A Practice based on Relationships or a focus on motives, emotions, questions rather than Things and solutions/answers. All successful companies, advisors and salespersons know that once the relationship is established that bond kept healthy and meaningful is a better predictor for continued work with the client than any portfolio with the latest and greatest. Products and services will forever be revamped but you are the key to keeping that client alliance. Choosing to grow and maintain relationships will lead you to become a person who experiences success daily.

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