Join our ultimate FREE practice success portal, the best place to start in 2024

Audere Coaching & Consulting logo
Search
Close this search box.

How To Say No When Someone Asks For Your Senior Adviser Specifically

A client recently had a referral come through where the prospect was asking specifically to meet with a particular adviser they asked for by name.

They popped me through a question about how to deal with this. I thought this might be something others have faced, so I wanted to share.

Start with why

So, the first question I always have is why are they asking for the named adviser specifically.

Without knowing anything about the nature of the referral, the ideal situation is that someone is being referred to a business rather than a person, in the same way, you would rather someone is referred to you to get advice rather than insurance.

If this is happening multiple times, it may be worth a discussion with the referrers so they understand that you work as a team – which is the only way, as a business, you’re able to help clients the way you do – and as such when you’re advising clients, everyone in the business operates as a team, delivers the same outcomes and is highly capable.

It’s about the transition from being

  1. a person that creates value, to
  2. a team that delivers value, to
  3. a brand, system and methodology that delivers value.

However, that’s about what to do to fix it in future. The original question is about how to deal with it now.

Ask

When it comes up, rather than fire back at it I think starting by asking,

“[Other Adviser] is one of our best advisers. Is there a specific reason you’d like to see [Named Adviser]?”

Try and understand more about why they feel they must see the senior adviser and talk to that directly.

Position

Address it simply with a CHANGE- BENEFIT- OFFSET approach.

  1. Outline where things are different by saying, “[Senior Adviser] isn’t seeing new clients at the moment”
  2. Talk about why this is a good thing. “We’ve been expanding as a business; part of that is adding to the team. [New Adviser] is part of that, and he/she is fantastic at what they do, in particular, specialises in [area they may be better]”
  3. Offset any concerns by saying, “I also know [New Adviser] and [Named Adviser] and the team works together in the background on everything, so it’s not like you won’t be working with [Named Adviser], if that makes sense”

Present

There’s also an element of whether you want to take on clients who aren’t going to go with you on the journey as your business model evolves.

At the end of the day, if every client insists on working with one particular adviser because that’s how it’s been done so far, it’s going to be hard to grow, so you could even just go with:

[Named Adviser] isn’t taking on new clients at the moment, but you would be meeting with [New Adviser], an excellent adviser and member of the team. Would you like me to make an appointment?”

Summary

In short:

  1. Are others referring to the person or the business (i.e. that person + the team)? If it’s the former, change it.
  2. When someone has asked for a particular adviser, try to understand why they feel that person is the one they should see and unpack that. You may even find they don’t actually have an attachment to the person. It’s just who they were told to speak to.
  3. Explain why things have changed, why it’s better and why the thing they’re worried about losing/ not getting may not be valid.
  4. Alternatively, present the way it’s happening now and ask them if they’d like to proceed. If not, maybe they’re not the right fit for where your business is at and is headed.

Keen for more tools, templates & insights?

Join our free best practice portal

Working with a coach shouldn’t be a guessing game.

That’s why we want to invite you to sample for yourself the unique body of training, tools, templates and resources we created specifically to help practices grow, expand and evolve.

A man in a collared shirt is seen with words "Tools & Templates," "Special Access," "Training," and "Masterclass" surrounding him against a blue background.
The best free portal for practice owners

Access a free comprehensive portal with tools and guides designed to increase revenue by 20% and more. Trusted by over 200 practice owners like yourself, there isn’t a better place to start if you’re serious about scaling your practice business in 2024.

Ready to talk 1-to-1? Let's chat.

Related articles

How To Say No When Someone Asks For Your Senior Adviser Specifically

Read more »

Can You Outsource Content Marketing?

Read more »

The Red Carpet Exit

Read more »

Adding In-Person to Your Experience

Read more »

Unlocking The One-to-Many Game

Read more »

Experience vs Service – what’s the difference?

Read more »

When You Don’t Ask

Read more »

Communication In A Crisis

Read more »

What a difference a fortnight makes…

Read more »

The Client Experience Opportunity

Read more »

The Best Money Movies Ever?

Read more »

Macro Don’t Matter & Multiples are Misguided

Read more »

How 8 hours can change your AFSL

Read more »

When Clients Are Wrong

Read more »

Why Engagement Matters in 2019

Read more »

Contact us

Let’s talk about how we can potentially help you and your practice to grow and evolve. We believe great advice is becoming more valuable than ever.

Audere Coaching & Consulting logo
Black and white photo of a man in a checkered shirt and black pants, gesturing with both hands while speaking. He has a device clipped to his belt.
Image showing profile pictures of four people alongside a rating of 4.9 stars and the text "200+ practice owners.
Join our free portal that will take your practice to 6, 7, and even 8 figures.

The one and only portal for practice owners designed to increase revenue by up to 20%

Get access to comprehensive resources with a focus on all aspects of your practice – from crafting irresistible value propositions resource planning and more. New content is added every week!

There truly isn’t a better place and time to start if you’re serious about your practice.

Be First To Know

Register your interest to become a participating practice owner or, as a BDM or PDM become an accountability coach

Register for free

There are a lot of insights waiting in since our goal is to provide value first.

Join List

Join our list and get the latest best practice insights in your inbox every fortnight