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.

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Copyright © 2012No portion of this presentation material may be copied or distributed

in any form without written permission by Barbara Kay.

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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

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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”

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Spontaneous Methodical

The Psychology of Relational StyleThe Psychology of Relational Style

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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

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Impact with ClientsImpact with Clients

How to Maximize StrengthsWhat to do When With WhomWhy

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Impact with ClientsImpact with Clients

How to Minimize FrictionWhat to do When With WhomWhy

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Hidden UndercurrentsHidden Undercurrents

What you don’t know can hurt you

Negative triggers to avoid

Positive motivators to activate

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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

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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:

Additional ResourcesAdditional Resources

Assessments (individual & group)Coaching (individual & group)Team-DevelopmentSpeaking/Workshops

Topics:ProductivityTeamTimeChangeClient RelationshipLeadership

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