5 Step Client Commitment Process

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The next action step is to redefine your 5 Step Client Engagement Process.

And the 5 Steps are:

1. Approach
2. Vision
3. Discovery
4. Strategy
5. Implementation

And you’ve got to be able to identify a date when you’re going to do these steps.

So, let’s look at this client commitment process.

How do you create client commitment?

Questions and answers.

You need to be asking better questions.

Advisors, you not only need to be asking the right questions, but you have to start asking consultative questions instead of interrogatory questions.

Consultative questions start with why?

They are values based. They are based upon emotions.

They are connecting with what the client loves.

They are based on positive feelings and positive beliefs.

Interrogatory questions are about what’s working or not working.

They’re all about logic.

The problem with interrogatory questions is that they are all about what the client needs and they can drag you into triggering negative emotions and negative beliefs within the client which could turn around and create objections to what the value is that you want to provide them with.

To give you a better idea of what I mean, consider this question.

Do you think this needs analysis question is interrogatory or consultative?

‘Do you have any plans in place to protect your increasing net worth from either Revenue Canada or the IRS at death or medical facilities if nursing home care is required?’

Instead, you want to be asking consultative questions like:

• ‘What do you care about?’
• ‘What’s most important to you?’
• ‘Who do you love?’
• ‘What’s important to you?’ (again)
• ‘What are you concerned about?’

Let the client tell you what’s most important to them.