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How to provide context so clients understand how you can help them [VIDEO]

Here’s a short video (under 3 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 a simple way to provide a client with context and explain ‘why’ and ‘how’ you can help them live a better life.  


Working with a client for the first time, it’s really important that you help them understand the line of questioning that you’re going to take.  

So, if you are going to be getting deep into understanding them, what’s important in their life, the people that they want to hang out with, the things that they want to do, so a lot of the non-financial information.   

Then you need to set the context, you need to help them understand why it’s critical to the process that you are going down this line of questioning.  

And you’re not just asking these questions randomly, because you are just trying to build rapport or you’re trying to fill in some time.  

So, one of the easiest ways you can do this is to talk about ‘above and below the line’.   

Let’s think about everything above the line being about that person, about their life, about the things that they value, the people they love, the things that they want to ‘do’ and ‘have’ that they need money for and the people they want to look after and care for.  

All those things that go into looking ‘inside’ at who that person is and what’s important to them.  

That’s all the above the line stuff.   

Then, the below the line stuff, is all the things that you do.  

All the technical stuff, the financial products, the right mix of the right strategy and solution that you can tap into as your tools to help them live a better life which is above the line stuff.   

So, I haven’t got a white board here, but if you had a white board you’d literally draw line and say we need to know what all this stuff is about you, who you are and what you value.  

So that at the right time, in the right priority we can dip below the line and tap into all the tools and resources that we’ve got at our disposal, in the right quantity or in the right mix so that we can help you live a better life 

So it’s a really simple way of doing it and what it does is it gives the client context around why you’re asking the type of personal questions that you’re asking.   

It also takes the focus away and allows all the financial products and strategy to just be seen as tools you’re going to use and you’ve got the skills to use them at the right time.   

So whatever you do with it, Make It Count


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