The Core Level of Communication

When advisers are communicating with clients, they often focus on the features and benefits of the services and products they offer. Experienced advisers understand that they must first learn something about the motives and beliefs of their clients to effectively and appropriately serve them. For example, there are clients who are quite risk tolerant and motivated by the desire to become totally independent. There are also clients who are risk averse and motivated to provide for their families.

At the very center of a client's actions and reactions is the core personality that drives behavior and communication. Once you discover the personality orientation of a client, you can choose a communication path that leads to clarity, understanding and teamwork between adviser or agent and client.

The classic mistake that many professionals make is to assume that every client will automatically plug in to their style of communication. They won't. This leads to communication breakdown and the disintegration of trust, which is at the heart of the adviser/agent and client relationship.

In the financial services realm, research shows that 80 percent of the people who left their advisers did so because of relationship problems. In most of these cases, the client was satisfied with performance but left because of poor communication.

This course will take you through the subtle adjustments that are necessary with each personality style in order to improve the quality of communication with your clients.

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