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How to make a bigger impact when clients want to buy things [VIDEO]

Here’s a short video (only 2 minutes) with a practical idea to help your business grow. 

I’ve also included the written version if you prefer to read it.  

Give it a go – and make every minute count!  

Today’s video is one way you can make a bigger impact when clients say they want to buy things.  


Have you ever heard of the results fallacy 

Well, it just talks about the fact that when someone goes to see a financial adviser, there’s a lot of emphasis on the stuff that they want to buy, the new car, the new house, go on that brilliant holiday, whatever it might be.   

And that’s really important, absolutely it’s part of what you do as a financial adviser.  

However, the fallacy is that that’s not actually the case where the difference is in the real impact that you make is how that physical stuff actually makes the client feel 

So yes we’re talking about feelings, but it’s really important that you understand, that when they buy that new car, how does it make them feel?  

Maybe it’s that they feel happier because they know that it’s a safer car and that they’re protecting the people that they love.  

Maybe it’s that they bought that new whiz bang sports car, and it just makes them feel good, it gives them some a status or an ego that’s important to them.  

Whatever it is, you’ve got to find out how having that physical item actually makes them feel.  

Or how not having that physical item might make them feel.  

So if instead you couldn’t get that beautiful sports car and instead you had to get say a Mazda 5, how would that make you feel?   

Because when you can get to that level of understanding, then there’s a lot more leeway in the advice that you can provide, so that you can be achieving the feeling as opposed to just that physical item.  

So the next time, you’re having a conversation with the client and it gets on to buying physical stuff or saving up to get physical stuff, just tap in and ask How would that make you feel?’ and see what they say.  

It can open a whole can of worms that gives you so much more opportunity to get deep and make a difference.   

So, whatever you do with that, Make It Count. 


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