Outstanding Client Relationships Sample/Excerpt Barbara Kay, MA, LPC, RCC .
-
Upload
rudolf-long -
Category
Documents
-
view
216 -
download
0
Transcript of Outstanding Client Relationships Sample/Excerpt Barbara Kay, MA, LPC, RCC .
OutstandingOutstandingClient RelationshipsClient Relationships
Sample/Excerpt
Barbara Kay, MA, LPC, RCC
www.barbarakaycoaching.com
Outstanding Client Relationships - Summary:Outstanding Client Relationships - Summary:
Recent studies show that advisor connection & relationship skills are critical to reaching new prospects and retaining loyal clients. This presentation focuses on the psychology of relational style and how to maximize effectiveness in building a great client experience. Learn:
How to maximize natural relational strengthsHow to minimize relational pitfallsHow to read clients in 2 minutesHow to give each client outstanding connection
Barbara Kay, MA, LPC, RCC
Presentation Time: The duration of this presentation can be adapted to accommodate the event within a range of 45 – 90 minutes.
www.barbarakaycoaching.com
Copyright © 2012No portion of this presentation material may be copied or distributed
in any form without written permission by Barbara Kay.
www.barbarakaycoaching.com
The Psychology of Relational StyleThe Psychology of Relational Style
“Diplomacy is the art of letting someone have your way.” Daniele Vare, Italian Diplomat
“If you don’t have a plan you’ll be part of someone else’s.” American Proverb
www.barbarakaycoaching.com
The Power of Relational StyleThe Power of Relational Style
Affluent Client Survey:87% of clients interviewed a number of advisors
#1 deciding factor for retaining an advisor
Relationship skill of the advisor
P.S. Tied for last place: “returns” & “similar clients to me”
www.barbarakaycoaching.com
Spontaneous Methodical
The Psychology of Relational StyleThe Psychology of Relational Style
www.barbarakaycoaching.com
Tasks
People
The Psychology of Relational StyleThe Psychology of Relational Style
Impact with ClientsImpact with Clients
Why we just don’t click with some people:
Styles that “click” & why
Styles that “annoy” & why
www.barbarakaycoaching.com
Impact with ClientsImpact with Clients
How to Maximize StrengthsWhat to do When With WhomWhy
www.barbarakaycoaching.com
Impact with ClientsImpact with Clients
How to Minimize FrictionWhat to do When With WhomWhy
www.barbarakaycoaching.com
www.barbarakaycoaching.com
Hidden UndercurrentsHidden Undercurrents
What you don’t know can hurt you
Negative triggers to avoid
Positive motivators to activate
www.barbarakaycoaching.com
3 Steps to Outstanding Relationships3 Steps to Outstanding Relationships
1. Uncover client style (2 minute measure)2. Match client style3. Speak to the hidden agenda
www.barbarakaycoaching.com
Personal ApplicationPersonal Application
To Match Style for Client _________
My speed & non-verbal's should be:
My ideal focus will be on:
I need to avoid: