Deeper Client Connections. Erica Bagshaw, The Colin James Method

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2 Deeper Client Connections Erica Bagshaw, The Colin James Method

3 AFA CONFERENCE OCTOBER 2018

4 WHY?

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6 WHY DO ADVISERS STRUGGLE? Keeping up with compliance, tax and reg changes Keeping up with product changes and releases Complicated documents and procedures Changing service model - from commissions to fee for service Royal Commission and media coverage Loss of public trust and confidence Attracting new clients Retaining clients Building a practise

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9 60% follow advice of trusted referral 20% leverage existing connection/relationship 20% Research/Seminars/Adviser approached 2 in 10 Australians have ongoing financial adviser relationship Beddoes Institute Research 2016 AFA Survey 90% of AFA survey respondents trust their adviser YET Client Attraction & The Challenge only 11% stated they referred a client to their adviser!

10 Deepening Client Connections Improve trust & credibility Stronger client advocacy Stickier client relationships Greater breadth in services for clients

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13 The Colin James Method Mastering Communication Core Model DIAGNOSE INFLUENCE DESIGN DELIVER

14 Deepening Client Connections YOU MATTER KNOW YOUR CLIENTS GROW YOUR BUSINESS

15 YOU MATTER

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17 Impact on Health & Wellbeing Before financial awareness and education: thinking about money has a significant negative impact on a persons health & wellbeing Top 5 Impacts 1. Performance at Work 2. Lifestyle: eating poorly, increase alcohol, less exercise 3. Physical Health challenges 4. Relationships: arguments/withdrawal 5. Overall Satisfaction with life

18 Impact on Health & Wellbeing After financial education and ongoing adviser relationship: A significant uplift of above 10-20% across all measures for a person s health & wellbeing A client s financial management ability and confidence improves by more than 25% Greater confidence, empowerment and ability to make better financial decisions.

19 Why do you do what you do? What energises you?

20 KNOW YOUR CLIENTS

21 The Colin James Method Mastering Communication Core Model OUTCOME DIAGNOSE INFLUENCE DESIGN DELIVER

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25 What are some key demographics in your clients you could do more with?

26 BUILD YOUR BUSINESS

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28 The Colin James Method Mastering Communication Core Model OUTCOME DIAGNOSE INFLUENCE DESIGN DELIVER

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30 The Colin James Method Mastering Communication Core Model OUTCOME DIAGNOSE INFLUENCE DESIGN DELIVER

31 What is working well? What could you do differently?

32 What s Next? AFA Webinar 30 th October Mastering Communication Program Sydney Nov 7 th & 8 th Melbourne Nov 20 th & 21 Brisbane Feb 2019 or Online - Anytime

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34 The Mastering Communication Program will teach you: How to communicate for greater success in business How to be more relevant to your clients How to demonstrate value and credibility to your clients How to uncover objections and challenges and resolve them while strengthening your relationship How to create and deliver effective financial literacy education one to one, in small groups and larger forums

35 Live or Online you can earn CPD Points: 12 month online course or 2 Day live training with some online support Linked In group for support and connection

36 Questions and ideas

37 YOU MATTER! INVEST IN YOURSELF

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