Blogcast 61: Who Is Your Next Client?

The title of today’s blog doesn’t refer to who you have at 10am, but — conceptually — who is your next client? What’s their outlook? What are their wants? Not their needs, but the things they want to give their life meaning?

To read the original article, click on the title: 4 Questions To Consider.

Check out the video below:

So to summarize:

  1. Who is your next client – not specifically, but conceptually? How does she see the world, who is she affiliated with, and who are her people?
  2. Are you managing your clients’ assets, or guiding them to who they want to be?
  3. Who are you helping them become?

Did you like this video? What challenges in the marketplace are you having that I can address in future Serious Shift Blogcast episodes? Please share your thoughts in the comments section below.

Thank you,

Dennis Moseley-Williams

Are you ready to shift? We have worked with thousands of professionals who want to “SHIFT” and create more for their customers and themselves.

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Comments (6)

Well done!!!!!…Glueman.
There is an interesting fact that many people leave retirement after 18 mos….mostly due to medical plan costs…..and I think boredom.
You are correct, get beyond the monotonous grind of reviews and bring impact….
THANKS

Brian Portnoy wrote a book called The Geometry of Wealth. He has this great term “funded contentment.” I think we have the investments figured out, what we fail to do is guide our clients to understanding themselves and what makes them happy. Thanks for the note mon ami. DMW

Hi Dennis,

Have you ever been with a person who has an accent that brings you into their circle. As they talk you just want to hear more, no matter what they say. Every now and then you might go to another communication level if what they say is as good as the accent. I have a friend, Bill who uses the saying, “a way of being” and coaches me to show up willing to be no place else. After your blog today I got an aha moment, what if I show up interested in listening with such care as to have a conversation that leads to unwrapping the persons real want-to-be. Maybe, together we open a gift in our time together. I think most of us enjoy the giving of the gift more than getting one.

Thank you

Wow. That’s really good Larry. You have given me something to think about. My wife has a book around the house called How to listen to kids will talk, and how to talk so kids will listen. Be interested, not interesting. Keep on keeping on. DMW

Hi Dennis,

It just so happens that Alex, my Canadian intern, had a conversation about how to prospect recently and what is so true is to ask great open-ended questions about what they want to become as you pointed out in your blog. My aha moment was distinguishing between the need (investment advice/planning/etc) and the want of prospects/clients then staging the experience that you hear them as well as have them on their ideal path in life.

Thank you for sharing!

Thanks Aaron. Seek first to understand before being understood. My partner Tom is the best question asker I have ever met. The guy asks me questions that stop me in my tracks. Thanks for the note – hope to see you soon. DMW

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