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Welcome to the March 2017 edition of the Balance * Plan * Reward Newsletter.

The reason your clients hire you is to have you listen to them more deeply than anyone has ever listened to them before.

While the financial services profession has taken steps to become compliant with the new DOL Ruling, there is still confusion about how The DOL / Best Interest Contract Ruling will be implemented.

There are many financial advisors that are confident about their implementation of The DOL / Best Interest Contract Ruling and there are many financial advisors that are confused. 

My new acronym for the Department Of Labor Ruling is the Department Of Listening Ruling.

The financial advisors that are confident about the implementation of The DOL / Best Interest Contract Ruling are professional questioners and listeners.

The financial advisors that are confused about the implementation of The DOL / Best Interest Contract Ruling are professional talkers, cancelling out the opportunity to be professional questioners and listeners for both themselves and their clients.

Are you a professional listener or a professional talker? We have all experienced a fast-talking sales person, in the absence of questions, selling for their reasons and not yours; enough said.

A leading advisor knows listening to be the most direct way to remind themselves of their highest values.

A leading advisor knows listening to be the most direct way to remind someone of their highest values.

When listening, a leading advisor gives their clients a chance to be on the receiving end of their advisor’s values-based attention, which allows the client’s subconscious mind to match their advisor’s values-based conscious mind. 

In brief:

  • values that connect with positive feelings and positive beliefs are of the conscience mind and heart; advisor and client confidence 
  • needs that connect with negative emotions and negative beliefs are of the unconscious mind and ego; advisor and client confusion 

Leading advisors see how quickly and effortlessly everything falls into place when they provide their clients with their undivided attention through values-based questions.

Leading advisors free themselves from needing to constantly prepare or rehearse their responses to clients because their values-based approach creates a greater willingness to listen and engage.

Leading advisors are not in constant need of being heard as they consciously realize that the only one that can meet their unmet needs is them through their own values-based mind and heart. Leading advisors realize that most of the time it requires someone from the outside asking values-based questions to help them create a values-based approach.

How profoundly would your business change if you no longer had to answer your own concerns? What if you simply listened and gave values-based attention to the clients that you serve? What if you had someone in your business to listen to you more deeply than anyone has ever listened to you before?

Listening is one of the most significant reasons my coaching clients hire me is to listen to them more deeply than anyone has ever listened them before, helping them understand themselves complete with accountability and an action plan to go forward. When there is an absence of listening, there is fear and when there is fear there can be no understanding - only fear.


The best part of working with Simon was the realization of having two hands clapping. In my day to day I have great ideas, plans and strategies, but without accountability a large portion of them tend to be unorganized, unimplemented and unsuccessful. Simon’s experience in bringing forward some tough conversations, difficult exercises and invaluable resources to open my perspective on life and business has helped me to set up a values-based foundation to move forward. Simon’s accountability and connection with me on many levels to have both of our experience coalescent into the coaching material has been an unexpected level of value.  I look forward to continuing my work with Simon to fine tune my foundation, accelerate my learning and ultimately create a smoother, sounder and more grounded business and personal life.
 
Bob BuckleyJanuary, 2017
Bob Buckley
Strategic Financial Partners
Memphis, TN

 

To help you open a discussion with your clients, click here for a PDF of this document that includes the 3 Easy Questions To Help To Segue Into The DOL / Best Interest Contract Conversation.

Thank you for the opportunity to be of service,
Simon Reilly

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Simon Reilly-Coach, Speaker, and Writer
sreilly@leadingadvisor.com

http://www.leadingadvisor.com/

Leading Advisor Inc Box 507 Parksville, British Columbia V9P 2G6 Canada (250) 248-6012