BUSINESS
3 Simple Steps To Creating Lasting Relationships Figuring out where clients want to go and how close they are to their goals is key to earning trust. By Stephen Kagawa
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ou probably know that creating lasting relationships with the people you advise will turn them into long-term clients. Not only that, but they’ll be more likely to heed your advice, they’ll probably find greater financial success, and they may end up referring their friends and family to you. Did you know there’s a way to go from closing 20%-30% of your cases to creating lasting relationships with nearly everyone who engages with you? All you need to do is follow three simple steps, and the good news is you can start right away. Let me show you how.
and their fears. The more you seek to understand these things about your clients, the more you will understand and the more trusting will be the dynamic you’ll achieve with those who seek your counsel and guidance. Focusing on your product is the obstacle that gets in the way of that happening. Your prospects need to feel understood before they can trust you enough to allow you to guide them.
2. Keep An Open Heart And A Quiet Mind
When I speak with prospects and clients, I keep this in mind: Keep an open heart and a
1. Learn To Listen
Your first responsibility to people who seek your counsel is figuring out where they want to go in their lives, and your second responsibility is learning where they are relative to where they want to go. What’s important to them about how they enjoy their retirement? What’s important to them about the kind of legacy they leave? Be truly interested in people and accomplish this important task. Learn to be a good listener. If you care about people and listen to their stories, they’ll keep sharing more and more with you. The more they talk, the closer you’ll get to wherever it is they want to go. Along the way, they’ll begin to trust you because you’re listening and seeking to understand them. You’re not judging. You’re not focused on your opinion or limited by your biases — you’re only trying to learn theirs — and this makes them feel appreciated and understood. People want to tell someone about their hopes and their worries and their dreams 48
InsuranceNewsNet Magazine » August 2021
quiet mind. “Keep an open heart” means to listen with love and gratitude. Take in this person’s views, opinions, cares, judgments and hopes and all that’s of importance to them. Just listen. “Keep a quiet mind” means not allowing personal biases, opinions or judgments to interfere with thinking. Seek to do the right thing by this person; learn to understand them, even when you do not agree with them. This takes time to master. We’re accustomed to letting our biases affect the stories we hear. We’re accustomed to thinking too much about what we care about instead of considering what others
5 Core Values Aloha Advising ——————————————of——————————————
1. Mahalo - “Thank you.” With Mahalo, you are grateful for the people in your life, and you appreciate your differences, too.
2. Aloha - “Hello” or “good-bye.” Seek to live and work with love. 3. O hana - “Family.” Treat others the way you would treat members of your own family. 4. Pono - “Do the right thing.” Your good intentions in your plans and actions will reflect your desire to do right. 5. I mua - “Always move forward.” Keep learning and continuing to grow. Source: From Aloha Financial Advising: Doing Good to Do Better for Your Clients and Yourself by Stephen Kagawa, 2021, Lioncrest Publishing
