For many advisor clients my style of coaching is completely different than every other “Coach” they’ve encountered in the financial-services arena. Many practice-management and productivity coaches do more consulting than coaching. These consultants frequently roll-out a defined method for achieving success and clients follow essentially the same program. This can be very effective, especially for novice advisors who need the basics on best practices.
My style of coaching is the exception (and I hope exceptional too). I start by asking each client What do you want? Then we build custom goals. It’s not my program, it’s the client’s program. Everyone’s path looks different. That’s why it’s so hard to describe coaching to new clients. The “program” for each client is completely different. This week several advisor clients told me how much they value this kind of coaching. It’s been meaningful and powerful.
First, I cherish their appreciation. This is my life’s work. It’s tremendously fulfilling to know that I’ve helped. Second, I value their candor in sharing that they’re pleasantly surprised and a bit stunned at the success. When we started they took a risk. There was no defined program filled with standard practices. Yet they had the courage to venture forth in a completely new way. Happy surprise, it’s been rewarding with results were far better than imagined. Even better, it’s been more fruitful (for them) than the standard programs everyone else is presenting.
How does this relate to women and money? Well, choosing to reach out to women clients will take you into a new and unknown path. There is far less predictability and the standard practices don’t necessarily apply. That’s the risk. However, if you try a new opportunity and develop skill you’re likely to be rewarded well, even surprisingly well.
Fact of the Day
Many women don’t “do” relationships in the same manner as most men. Building relationship with women clients will likely be unchartered territory. That’s OK you can find great success in areas that are fresh and new.
Tip of the Day
Get around women outside of the financial services profession. Cultivate professional relationships with the women that will be your clients in your community. Spend most of your time asking questions and listening. You will learn a lot and it will be worth it!
NOTE: Consultants and trainers are valuable resources. When I conduct workshops I switch to the consultant/trainer role. I just identify the difference. Since I also train people on coaching skills it’s important for me to set a high standard and not muddy the roles.
