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Engaging new clients like a doctor

A doctor doesn’t worry about building rapport. They may be friendly, but they’re not there to try and be a friend.

A doctor doesn’t have to earn your trust. They assume you trust them to help and move forward.
A doctor doesn’t begin the consult by telling you about their qualifications and what they can do. They know it starts with you.
A doctor doesn’t start by focusing on the holistic picture. They start with the reason you’re there and expand outwards.
A doctor gives a diagnosis on-the-day. Identifying the issues that may need to be explored.
Medical and financial advice may not be the same things, but they are more alike than most people know, as the research continues to tell us.
As an adviser, you have the knowledge, expertise, support, team and processes to be able to change someone’s lives for the better, helping them live longer, happier and more fulfilling lives.
If your new client engagement process enables you to start on the front foot – professional and friendly, assuming trust, finding the core issue, focusing on diagnosis and getting to conclusion on-the-day – then you’ll already know how good it feels.
If not, there’s a shift you can make that will not just make it easier to engage with clients on a professional level, but make the process more enjoyable and fulfilling for you too.
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