High-value relationships: An advisor’s checklist

The fundamental difference between a high-value relationship and a transactional relationship is what you focus on. In the high-value relationship, the focus is not on the deal but on the people you are dealing with and what is most important to them.

Name:

Meeting/Call date:

Main objective of meeting:

Orientation: Shift focus to the client — clear your mind. Remove any preoccupations. You will get what you want by ensuring that others get what they want.

As the facilitator of this meeting or call, you are to:

• Uncover or reveal client’s real concerns
• Determine what is most important to client
• Identify what it will take to provide mutually satisfying results

Note: Reset context every time you meet.

Goal Clarity

What do you want to accomplish and why it is important to the client or prospect?

What does the desired outcome of the process looks like? What’s in it for the client?

Role Clarity

Outline how this will be accomplished (e.g., the process, agenda, etc.).

What are the roles of the people involved? What’s your role in the process? What’s your client’s role in the process? How will each contribute?

Note: During a meeting, you can set context by your presence and the mood, the environment you create, the quality, structure and the tone of your questions, and how you demonstrate you are listening to, understanding and acknowledging your client’s situation and concerns.

Note: Good questions get data and yes or no information. Powerful questions get opinions, values, thoughts and feelings.

Questions for advisor’s consideration

What are your objectives for this meeting/call?

Why is the meeting taking place? (see page one)

What will you do to become “other focused”?

Eliminate your own preoccupations.

What will you do to establish and maintain rapport?

Connect with your client or prospect by matching their tone and body language.

How will you open the meeting?

What will you say to set context?

Purpose, picture, plan, role. (see above)

What questions will you ask to reveal concerns?

What do you think about X? What concerns you? What about this makes it (insert option)? What do you like about this?

How will you develop your understanding of what is important to this client or prospect? What questions will be most effective?

What is most important to you? Which is more important to you — A or B?

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Advisor.ca would like to thank Advisor Pathways for providing this document. To learn more about Advisor Pathways’ coaching and consulting services for advisors and their firms, please visit www.advisorpathways.com.