3 Ways to Earn Your Clients’ Trust (Part 3 of 3)
Monday, August 2nd, 20103. Tell the Hard Truth
If your clients don’t defer to your authority and expertise, there’s a good reason, and it’s not them. Chances are, it’s because you’re behaving like a salesperson. Instead of communicating with conviction and earning your clients’ respect, you’re following the old “customer is always right” mentality. Even though your clients may have little or no financial expertise, you defer to them rather than take the chance of upsetting them and jeopardizing your insurance or mutual fund sale.
I spend a lot of time coaching my Trusted Advisors to tell the truth and be direct. At first, many argue, “I’m afraid of how clients will respond if I tell the truth.” I understand that. However, if you want to be a Trusted Advisor, you have to tell the truth—even when the consequences are less than desirable. Think about it this way: If you tell people the truth and they respond poorly, do you really want them as clients? Most people appreciate and respond positively to the truth; honest communication is a cornerstone for building trust.

