Ties That Bind

Mary L. Duwe, CFP®, Master Coach

It is a new world for financial advisors today–– a world where clients are hungry for a unique kind of relationship with their advisor. Demonstrating high levels of competency for financial problem solving is no longer enough. Although financial competency is a critical success factor for business it is not the tie that binds. Competency is a baseline expectation.  If you are not competent you simply will not survive in this industry.

Both clients and advisors are searching for more. They need and want relationships with ties that bind.  Top advisors are unplugging from old selling systems and focusing on crafting a more meaningful client/advisor experience. Top advisors are now responding to the call to invest emotionally in their relationships with clients. Advisors are intentionally designing conversations in order to connect with clients on a more personal level. 

The evidence is clear that clients choose their financial advisors based on how they feel, not think, about them. This means client decisions are being processed based on feelings, not figures, facts or focus. Advisors are responding to these findings by asking themselves, “How can I create a personal connecting experience? What are the ties that bind?” 

Some of the ties that bind include:

• Sincere interest in hearing your client’s story
• Honorable motives
• Demonstrating follow up and follow through
• Committing to your client’s life as your first priority
• Shifting from selling to serving
• Personal coaching as an approach to communication
• feelings of expanded community
• Understanding of the patterns of your client’s life
• Purpose-driven direction for financial decisions
• Aligning internal desires with external circumstances
• Clarifying your client’s direction for the future
• True client/advisor partnerships
• Feelings of support and encouragement
• Experience of caring and compassion
• Being heard
• Trust

Advisors are accepting the challenge to expand client conversations and to improve the client/advisor experience. The future challenge is more complex than the history behind us. Clients have more complex situations and their needs are increasing. The key is to rise and meet the new conversational and relationship challenges. Ask your clients the questions you do not know the answers to. Walk with your client in the wilderness––and together you will create a path to reach the most unreachable dreams. 

Mary L. Duwe, a veteran advisor, Certified Financial Planner®, and Master Coach, brings a depth of experience and desire to help advisors improve their lives and practices. She has practiced as a successful financial planner since 1984 and is licensed in securities, life insurance, and real estate. Mary has a BS in Psychology and received her coach training from CoachU. She continued her training with the Graduate School of Coaching, Legacy Learning (Franklin Covey Coaching) and has completed the Emotional Competence Inventory Accreditation (EIC). As an experienced Emotional Intelligence Development Coach, Mary works with advisors to reorient their lives and their businesses for greater success, meaning, and fulfillment. Mary is the master coach for Mitch Anthony’s Institute of Financial Life Planning. She prepares financial advisors to deepen their client relationships and coaches the process of Financial Life Planning. According to Mary, “The right conversation will make all the difference.” Contact Mary at mary@maryduwe.com or mary@mitchanthony.com. Phone: 715-693-8002.

© 2007 Mary Duwe